[Laura sez: The one the clients seem to balk at is the issue of price. Anyone have a tactful way of going about that?]

"Everything is negotiable. Would you like me to help you prepare an offer?"  :)

Welcome Laura:  Nice to have you here.

Buyer Calls.... What to ask?  That's a loaded gun : ) Actually, just run with the same questions I share below in the "price discussion" but start wherever they start....

How to handle a buyer call with price question? (or any other buyer call question) eg:

CALLER:  HOW MUCH IS THAT HOUSE????  (DOES IT HAVE 4 BEDROOMS? FINISHED BASEMENT?)

Agent:  Let me check that for you...

<PAUSE>

I am pulling that up on a computer now.  While I am looking, do you mind telling me...  

Do you know where this house is?  

   (IF YES) Is that a good area for you?  

   (IF NO) Where would you like to live?

When would you like to move... ?

Is there a reason you want to move now instead of last year or next year?

The latest information on that listing is coming up now...  the price is XXXXX.  Is that about right for you?  

   (IF YES)  Great - we might want to see it right away to see if it would be right for you.  I have some time today at 5 PM or tomorrow at 11 AM - which is better for you? set appt.  BTW: Just in case this house is the one, have you talked to a lender yet about how much you might need to put down, or what a house payment would be like in this price range ?  Let me give you the phone number of a lender with some really good rates (for initial advice, or second opinion).

   (IF NO)  What price would be better?    

How many Bedrooms do you want?  Baths? Sq Ft?  Basement?  Fenced Yard? Special Features?  

If I could find a house just like that, for the price you mentioned, would you like to know about it?  I have some time today at 4 PM or Tomorrow at 11 AM - which is better?  

(IF STILL BALKING) Do you use email?  I can send you some house by email.  What's the email address you check the most often?

I don't think we need to worry about the price of the home, but what they can qualify for.  You can prequal them yourself, but usually they won't know what percent their debt ratio is or tend to forget half of their debts.  So guessing can get you into trouble.  

Best to have a preferred lender you can have them call.  No sense showing them property only to have them fall in love with something they can't afford.  Most buyers in California know they need to get pre-qualified before they head out to find that perfect home.

Happy New Year everyone!  I am sending good thoughts for a very healthy, happy, and prosperous 2008.

Jana

Hi Laura,  Knowing your inventory, what is out there has always helped me keep a customer on the line long enough to make that first good impression. 9 times out of 10 they call on a property that is not going to the the one, maybe the price is too high or whatever. If you know your lisitings and what is out there it will put you in a position to offer them more information that just quick answers ( because that is usuallly what they are asking for ). Once you can establish that you may know a bit more about your local market than the last agent they called you can start asking the questions that will help you help them.

Welcome Laura!

Jan - great advice - it's really a back to basics time  when I started 4 years ago, the advice I had from seasoned agents was to not "waste my time" previewing properties as they'd be gone by the time I met with a new client.  That's certainly not the case anymore, and I do agree that knowing what's out there and having a first hand look at available properties is important again.  Makes all the difference in the world if you know what you're talking about.  I don't want to be in a position where the buyer knows more about the properties that are available than I do.  

I always look at the phone call as a way to get an app't.  IT is NOT about me handing over information.  They ask a question, I ask a question... they answer a question, I answer a question.  I try to change the conversation so I lead, not follow.  And go for the app't. " I can tell you more about that when we meet.  Would Thurs evening or Sat. morning be better?"  

Shelly

Laura, You have some of the best advice above me here. This is always a great place to ask questions - Welcome.

The number one thing I recommend is always answer the question, followed by a question. This gets dialogue going.

What's the price? This home is $249,900.00, is that the price range your looking for? Happy New Year! Mike

Welcome to the community!  Have you checked out Active Rain too?

Laura, welcome to our little community. There are some great people on this site and as you can see they are all very generous with sharing their knowledge.

Nice to meet you!

Welcome Laura and Happy New Year!

I find that many people don't actually know how much they can afford.  Even those who have purchased before (circumstances change).  I ask them if they have spoken with a lender yet.  I don't want to make them "house poor" by selling them something that is going to drain them financially. Call the lender (here are a couple names and phone numbers of local lenders I've had success with in the past) and get an idea of where you stand.  Then let's find a great house that won't crush you!

Welcome Laura, ask the 5 w's and How

What, where, when, why and how

What are you looking for? Where are you moving from and to? When are you planning on moving? How are you going to purchase?

Good Luck