The market seems to be getting better; we need to sharpen our tools. So let's look at our checklist to turn those lookers into buyers.

1. Be a professional. Lay out your plan for the day with your buyer. Tell him/her what you're going to do and what you're going to see. Seek their commitment to your plan.
2. Have a complete packet of information ready for your buyer. Have your fact sheets in the order in which you're going to show the properties.
3. If this is the first time you're taking the buyer out to look at properties, make sure your resume is in the packet of information you give to the buyer.
4. Tell your buyer to make notes on each of the fact sheets.
5. Make sure your car is clean and smells nice before you go out to show property. A quick trip to the car wash is well worth the money you'll spend.
6. Be a good listener. Hear what your buyer is telling you.
7. When you're working with a buyer, make him/her the focus of your attention. Don't take cell phone calls when you are showing a buyer property unless it has something to do with one of the listings you're showing.
8. Prioritize the properties as you show them. Keep asking your buyer questions. "Do you like this house better than the last one we looked at?" Create a list of best to least as you continue to show.
9. Make sure you know as much as you can about the communities you are showing.
10. After showing each house ask, "Is there anything you especially liked about this house? Is there anything you especially disliked about this property?"
11. At the end of the day, based on the questions you asked throughout the day, you should be able to summarize each property and prioritize it.
12. Show enthusiasm throughout the day! The market is getting better. Let your attitude reflect it!

 
Hope these tips get you up and running again.

See you next week!

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