|
Leave No Room To Misconstrue What Homebuyers Want So your prospects told you that they wanted a three-bedroom, two living area home and then bought a four-bedroom house with a living room? Buyers aren't liars. They just need help communicating. What often happens is that buyers tend to describe the home they envision in terms of specific rooms rather than in terms of their lifestyle. To avoid getting caught in this kind of miscommunication, qualify your buyers with the right questions and listen carefully to their answers. When a buyer says, "We'd like a three-bedroom, two living area home," say, "Great, tell me how you'll use those rooms." Here's the difference that kind of information can make. Your prospects may explain that they need the second living area because they do a lot of entertaining. Or, they may have teenagers and want it as a place for their children and friends to congregate. In the first situation, your entertaining prospects may prefer a home where living areas flow together. In the case of the family with teens, Mom and Dad may want a second living area far removed from the first. The third bedroom might be wanted as a home office, an exercise room, or a playroom for the kids. Or, your buyers may need the extra guest bedroom because Great Aunt Harriet visits for a month every summer. As you qualify prospects, encourage them to talk about their lifestyle. Then, look beyond the literal. In many cases, you'll fine that their real needs allow for a bit more flexibility than the "three bedrooms and two living areas" they may initially request. The four-bedroom home with one living area may turn out to be the perfect home because the fourth bedroom over the garage is ideal as the teenager's game room, eliminating the need for a second living area. Talk lifestyle rather than room count and you'll get a more accurate picture of what your prospects need and ultimately will buy. The more you know about how rooms will be used, the more likely you can help your prospects find just the right house. |
