ARE BUYERS LIARS AND SELLERS YELLERS?
“These buyers are liars!” This was what I heard from one agent when I first became a Realtor twenty-some years ago. That agent made me think that his business would be better if it weren’t for his unhappy customers. Agents shouldn’t be in the business if the customer is the problem.
That agent was miffed because his customer bought something that didn’t meet the requirements that they said they wanted. “I showed them everything on the market that met their stated criteria, and they weren’t happy with anything. Then they went and bought a bigger home from another agent! They lied to me!”
Were the buyers liars? Or, like many of us, perhaps they simply did not know what they wanted until they saw it. As with most businesses, the customer is always right. The knack is to learn what the customer really wants. Sometimes the best way is to listen and observe while you show them homes that meet their stated desires. One of the best things about residential real estate is that it is emotional. Sometimes the head listens to the heart. A good agent will sell the sizzle not the steak.
I remember well the experienced agent who sold my wife and me our first home in Fort Myers. After watching my wife oohing and aahing about all the trees, flowers, and landscaping as we toured homes, she said, “I know the perfect home for you.” The next day she took us to a Whiskey Creek home with more landscaping, trees, shrubs, and flowers than any other. Fortunately, the subsequent inspection showed that the home had the requisite bedrooms, garage space, and storage that I overlooked when we made the offer.
In today’s real estate market, an agent has ample time to get to know his or her buyer. There are so many homes on the market that buyers often take their time to shop for the best home as well as the best price. This gives Realtors a terrific opportunity to see what tickles their fancy.
Today’s “buyer’s market” gives buyers a feeling of empowerment to ‘wheel and deal’ that we haven’t seen in many years. As a professional Realtor, I see some sweet deals being made by buyers. On the other hand, sellers are holding the short end of the stick. They are haggling less and learning to sweeten the pot with competitive prices. They may also contribute to the “sellers are yellers” part of my introduction to real estate. But that’s another story!
Talk to your agent if you are thinking about buying. Buyers are making some sweet deals. There are some low-hanging fruits ripe for picking. This may be your best opportunity to make a great deal on a valuable home in desirable Whiskey Creek or elsewhere in Southwest Florida. Check it out!
If you have any questions or comments about this article or other real estate issues, please contact Bob Oxnard at [email protected].
