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Douglas Trudeau , Assoc. Broker
Prudential Foothills Real Estate
64 N. Harrison Road, Suite 160
Tucson , AZ 85748
Mobile: 520-954-2209
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What is a homebuyers initial greatest fear?

As a REALTOR® who works a lot with buyers (who while in between sits site sales) I get a good feeling for buyer fears. The biggest initial fear isn’t whether the home they choose to buy is worth the value. It isn’t whether they can afford the payments. It isn’t whether the home is big enough to meet their needs. All those fears will come in good time if they don’t pick the right REALTOR®. I would imagine that Tucson real estate is no different than real estate anywhere else when it comes to buyer’s initial fear. Home buyers feel it on the Internet, they feel it at new home sites, and they feel it at Open Houses.

I like working with buyers. I like being flexible enough to be available to meet their need when the need arises. My experience Tucson Real Estate Pressured Sales has been, “Oh my gosh, this guy is going to bother me like a used car salesman.” Buyers fear being pressured and not being allowed to be in control. Unbeknownst to home buyers, its a mutual feeling. REALTORS® fear spending time with someone only to see them go to another REALTOR® or not purchase at all. There are those exceptions though where some REALTORS® just enjoy pain. Some people can’t take no for an answer. I prefer not to waste time.

One of the best compliments a buyer recently gave me as we did the walk through of their new home was, “I liked how you knew to do the right thing at the right time. When we weren’t ready you stayed at a distant touch. When we had a question, you were right there. When we were ready to look, you went out of your way to give us all the time we needed.” What a great thing to hear from a client.

That first impression will either confirm a buyers fear or settle it. The first words out of a REALTOR’S® mouth or that first e-mail can be critical. Sitting site sales a few days a week allows time to reflect once I’ve finished all my calls, follow ups, and paperwork for the day. Time to go back and refresh on how to do things better. Not reinventing the wheel, but, getting back to the right basics. In the words of Stephen Covey, “Sharpening the saw.” Here is what I have learned.

Listen to what buyers are telling me. It is not always in words. Actions will speaking louder than words more than not. When I get a signal to stay distant the first question comes to mind, “How distant is distant enough?”
A good way to measure is by asking up front, “How soon do you need to settle into your home?” The responses I get are none, 1-2 years, 18 months, 60-90 days just to name a few. My next question is to ask, “How long have you been looking?” If they say 10 years I know to stay in another time zone.
With the “none,” I check with them every four to six months. Serious inquirers will eventually respond if given enough control. I prefer someone being honest enough to let me know up front though that they just are not interested. I have no problem removing someone’s e-mail address or mailing address. It saves time and effort. For the distant buyers I stay lightly in touch, keeping them in touch with the market and ready to answer their questions until the time is right. For those within 30-90 days I stay closely in touch, preview homes, schedule to pick them up at the airport, show homes, write contracts and schedule inspections.
When I start working closely with someone I like to know, “If we were to find the right home today, what are you prepared to do?” If the answer is nothing until our home sells, then I know not to cancel or postpone other appointments. If the answer is buy it, I know to go out of my way to make sure they see homes on their schedule without canceling or delaying any appointments.

Remaining flexible enough to adjust to buyer needs and they change has been a real benefit. Getting through that initial fear of a high pressure salesman is the hardest barrier to break. Especially when dealing with Internet inquiries. It boils down to a numbers game, the more inquiries the better the odds for getting someone who needs my service either now or in the future. Some people just like long engagements.

This entry was posted on Tuesday, November 6th, 2007 at 2:52 pm and is filed under Tucson Real Estate. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Let the truth be told. I like the honesty and it is point blank. And to be honest when I was buying a home I didn’t want to lose control but need the Realtors help with the buying process.

November 7th, 2007 // Paul
I enjoyed this post very much. Especially your explanation of the fear we experience of becoming the free taxi driver. The lines of communication must be opened by us so that the consumer realizes everything at stake…which may not be so obvious to them. Great job.

November 7th, 2007 // Antoinette
Buying a house is most couples biggest investment. It is very important that the client feels their agent is looking out for them. Too many times I have seen agents looking out for themselves and figureing ways to get together and manipulate clients. Sounds like your in it to help you buyers first, and honesty is the best policy!

November 7th, 2007 // Chuck
[…] Preparing to buy – Doug covers Tucson Real Estate and talks about the fears buyers have. I echo Doug’s sentiments and I know you will get the same attitude from the real estate professionals you meet at our seminar. Great work Doug! […]

November 9th, 2007 // The Best on The Vine, week of November 4

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