How Homebuyers Size You Up Before Reaching Out

I came across a recent LendingTree article that walks buyers through the process of choosing a real estate agent. It’s written for consumers, but the takeaways can be valuable for agents if you just flip the perspective.

This is important because consumer-facing advice from a leading online lender doesn’t just educate the public. It sets the rules of engagement. Agents who understand those rules can show up, communicate and position themselves for success.

Flipped for agents, the guidance boils down to these six tips:

1. Referrals still start the process. Most people ask someone they trust before they search anywhere else.

2. The screening happens online. Listings, bios, track records and websites shape first impressions before any conversation happens.

3. Limited agreements are expected. Short-term agreements feel normal now when they’re explained clearly upfront.

4. Comparison is assumed. Most prospects plan to talk with several agents before committing to one.

5. References confirm decisions. Past client experiences reinforce or dispel what someone already believes.

6. Business details come last. Commission, timelines and terms land after a relationship and trust have been established.

   
   

Need more tips like these? The 20th Anniversary Edition of The Real Estate Agent’s Business Planner is now available on Amazon. This fully-updated fifth edition comes with free digital planning tools to help keep your career consistent and on track. The planner is available through IngramSpark for bulk ordering and is an easy add-in for new agent training programs.