How to Read Potential Buyers
When you are selling your own home FSBO, you’re going to need not only marketing and design skills, but also some skills in psychology. By combining all of these skills you will be able to start reading buyers so that you know which ones are really serious, which ones need a little extra convincing and which ones are simply out to look at home without really wanting to buy them.
There are three main types of home buyers. The serious customer who has already sold their own home or needs to find a new property quickly. These people may be moving into the area and they are starting to feel a little stressed about finding the perfect home. These are usually the easiest home buyers to deal with since they have a good idea of what they want and they need to make a decision quickly.
The second type of home buyer is semi-serious and is considering upgrading their home or maybe buying a home for the first time. They’re looking, but they may not exactly be buying that day. You’ll need to find a way to make them create an emotional connection with your home if you want to take them to the next level.
The third type of home buyer is out for a lark and their “someday” home purchase is in the future. They enjoy looking at homes, but they really are not in a position to buy one yet. These buyers can be a little frustrating since they aren’t really buyers, but they are good practice in how to deal with future leads.
Now that we’ve gone over the three types of buyers, here are some hints on how to determine which one you are dealing with. The first type may come right out and tell you that they need to find a home quickly. They are by far the easiest to read. They will ask direct questions such as whether or not the appliances will stay, how low you’re willing to go on the price and if there are any schools in the area.
The second type is a little bit harder to read. They will usually focus on one room of a house and they may ask questions that are a little more vague. By finding out a little more about them, you can start presenting rooms in your home that will create that emotional hook. For example, you can find out if they enjoy cooking. If they do, show them all that your kitchen can do.
The third type will wander through your home and most likely will not ask many questions. They are the typical “tire kicker” and you can usually tell right off the bat that they are just looking. It’s best to leave them to their dreams while you focus on the other two types of buyers. There’s nothing wrong with just looking, but when you need to sell your FSBO home, you’ve got to spend your time focusing on the right buyers.