Watch on your mobile device >>
We’ve seen it time and again. A seller eagerly lists their home, finds a buyer with a serious offer but chooses to wait things out and see if other (better) offers come along. While it can happen and it does sometimes, the problem is that there is a process usually followed by buyers and along with it a pipeline. Here is a look at how they lead up to making an offer and how by the time the first buyer seriously considers your home they are likely the most viable one.
Buyers Are More Educated
With
the advent of technology, the entire real estate industry has changed.
Gone are the days when buyers would rely solely on their agent to find a
home to suit their needs. Today, the Internet has taken over. In fact,
studies show that over 90% of buyers spend weeks online searching for
their perfect home before even talking to an agent.
So by the time a buyer is at your doorstep with an offer, there is a good chance they have thoroughly researched every aspect of the local market. They are fully aware of your competition, have weighed all pros and cons of your home and are seriously interested in your property. After countless open houses and obtaining plenty of education about the real estate market in their area, they know when they see a property that suits their needs. In many cases they are waiting for the perfect one to become available so the minute it does, they make an offer.
By the Time They Make an Offer, They Are Well Into the Process
Where sellers go wrong is to want to wait for more
offers. In the process, those very serious buyers that have already
made their interest in your home known will likely find another home to
suit their needs. Buyers today are savvier than ever before – and with
that education that they so readily find and absorb from various sources
(the Internet, other publications, their peers, professionals) they
have an acute knowledge of the market.
In the process of selling your home, it is critical to keep all factors in mind. Factors such as the condition of the market, your agent’s recommendations, current inventory levels, the number of days most properties remain on the market before being sold and of course prices. Putting all of that into play will change how you handle that first buyer but remember – the first buyer will almost always be your best buyer.
~
