In her book for consumers, Buyer Beware: Insider Secrets You Must Know Before Buying a Home, author Carla Cross lists the five questions all buyers should ask to qualify agents they meet while they're inspecting properties. Cross terms this questioning process the "quick qualifying" scenario. Later, in the same book, Cross describes to the buyer the consultative session, where both agent and buyer and qualifying each other. In this section of the book, Cross gives buyers sixteen more in-depth questions to ask agents to assure buyers will get the level of service they specifically want.
Here's this excerpt from her book, published in the spring of 1998 by Dearborn Financial Publishing, Inc., Chicago. Agents, as you read these questions, ask yourself how you would answer. In this atmosphere of buyer sophistication, it's in your best interests to assure your answers put you in a competitive position. It's a trend: Buyers will be increasingly tough qualifiers. Start now to hone your skills so you win the buyers you deserve.
Now, the excerpt. Cross is speaking to buyers here:
Qualifying Questions to Ask Candidates as you Inspect Homes or Call on Advertising. There are five critical questions that I think you should have answers for, to screen agents you meet in the sources I've just mentioned. Here are those questions, and what you should look for in the anwers:
· "Is selling residential real estate your full-time career?" Listen to be sure the agent specializes in residential real estate. You want someone selling homes for a living, not apartment houses. Listen to see if this is the agent's full-time career. Ask additional questions if the agent's answers need more clarifying.
· "How many homes did you sell last year?" You want someone successful; that means, at minimum, the agent sold homes to buyers at least six times in that year.
· "How long have you specialized in residential real estate in this area?" Be sure the agent has been working in the area where you want to purchase for at least six months, so you know the agent has expertise and interest in that area.
· "Describe the work you do in our price range and area." Listen to be sure the agent zeros in on the area and price range you need. If the agent says, "I work anywhere with anybody", that agent may not be for you, for he may be trying to cover too much ground to know very much about specific areas.
· "Tell us how you will work with us." Listen as the agent describes the buying process, as he views it. Does it reflect what I'm advising in this book? If not, question the agent about the differences.
· Throughout your qualifying process, judge the agent's communication skills, especially his listening skills. Ask yourself if you find the agent's personality the kind you'd enjoy working with.
What to Do With Your Qualifying Information. If this agent seems like a likely candidate for you, go ahead an make a consultation appointment. Then, you can complete your qualifying questionnaire, printed in chapter three. Or, you can continue your qualifying process now with more of those qualifing questions. The important point is that you consciously qualify and choose your agent before getting too far into the buying process.
