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Help Discouraged Buyers Stay on Track

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By Margaret Kelly

Keep Expectations Realistic
If your buyers are bound to a restrictive price range, don’t let them fall into the trap of reaching beyond their means, no matter how much they’d like to get into a home. Keep their expectations realistic, and advise them to walk away if the transaction simpl doesn’t work for them. They’ll thank you for it.

Save the Listing Agent’s Time
Listing agents are busy and under the gun to get homes sold. Be the best agent they’ve ever worked with by submitting an offer package complete with a pre-approval letter, a strong, well-written offer and any other supporting documentation that could help your buyers make an impression. Be concise, thorough and responsive, and your efforts could put your clients at the front of the pack if all other things are equal.

When it comes down to it, your buyers may still have a tough time finding their dream home in a low-inventory market. New construction is a great alternative; cultivate relationships with local builders and preview some of the up-and-coming projects to familiarize yourself with what’s there. Builders will pay you a commission for bringing a buyer, making this equally beneficial for you and your clients.

Whether it’s a traditional resale or a new home, your knowledge, market expertise and proactive approach can deliver exactly what your clients are looking for—even in a seller’s market. Above all, stay positive and encourage your buyers not to give up.

Margaret Kelly (CRB) is chief executive officer of RE/MAX, LLC. For more information, visit www.remax.com.

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