Getting the Buyer Application Filled Out

Have plenty of buyer application forms and pens on the table. Have them out in the open, not in an envelope. Have a radio playing classical music softly in the master bedroom. Spray the home with a room freshener.

Greet the buyer at the door and shake hands. Have a clipboard or index card close by to immediately write down their names. You will have many people coming in and out, and you can confuse names if you don’t have some type of reference. Also, you can prepare the name with notes you made about them while on the phone. This helps you remember the situation.

After the introduction, invite them to look around and tell them if they have any questions you’ll be glad to help. Avoid going every step of the way with them. Go back to the table and sit down. Use this time to review paperwork and so forth. However, you should accompany them if the house is not yet vacant and personal items are still around.

After they have seen the home, both inside and out, they will gravitate back to wherever you are. They will have some questions. Now is the time to emphasize the qualities of the home you would like for them to know about. Talk about such things as extra insulation, extra padding under the carpets, storm windows, local schools, quiet neighborhoods, etc.

You ask EVERYONE the same closing question… Do you like the home? Wait for an answer. If they raise questions or concerns about fixing or replacing, use our stock answer as previously discussed. Other concerns may be financial. In any case, the answers here will always bring you to this step discussion of your finance terms. You should say, Have a seat and I’ll tell you what I’m looking at as far as financing is concerned.