Questions to Expect from Buyers as a Real Estate Agent
Working in real estate is an extraordinarily rewarding line of work. In this field, you get to connect people with the home of their dreams and get paid a high commission rate to make it happen. No matter how long you've worked in this field or how many people you've helped: buyers will have the same questions for you.
These are the top things people will ask you and how you can answer.
How Long Have You Been An Agent?
This is an easy question! Most buyers ask this because they're nervous about whose hands they're being placed in. Also, they want to be sure that they're working with someone who's done this before. Unfortunately, if you're newer to the game, it can be hard to be impressive. The good idea is to explain that you know a lot about housing and have worked hard for the knowledge you do have. Let them know you can talk about anything from what type of house siding they want to how long of a mortgage would be good for their budget.
How Many Homes Have You Helped Close?
This can be straightforward as well, as long as you've worked in the field for at least a couple of years. The best way to answer is to tell them how many you help sell a year and try to leave it at that. This can be a two-sided sword because the more you sell, the more they'll worry you push people upon homes, but the fewer homes you sell and the less competitive they'll think you are.
What’s The Difference Between an Agent and a Realtor?
As you know, the difference between these two titles is a matter of certification. Being one or the other doesn't mean you know less about vinyl flooring that looks like wood or that you can't answer whatever questions are posed to you.
An agent is someone who’s been trained and is licensed to help people sell and buy homes. A realtor is someone who’s gone a step further and registered with the National Association of Realtors.
Although some may assume there’s more that comes with hiring a realtor over an agent, they’re completely incorrect. Don’t be afraid to make it clear that you’re more than capable of making their dream home a reality, and you’re both certified and heavily trained in this line of work.
Will I Be Working With Just You or a Team?
As an agent, this is a question you're going to get used to quickly. The answer to this is on a case-by-case basis, and you should be prepared to answer without having to think about it. Although most agents work solo although they're part of a team, some actively work with their team members in finding customers' homes, and that attention to detail can be appreciated.
How Much Is Your Commission?
Don't let this question offend you! Customers will be narrowing down their budgets, trying to figure out the cost of garage doors, and how much they're willing to spend in HOA fees: it's natural that they'll want to know your commission. Answer honestly, and let them know that most agents charge between 3-5% depending on the area. If they feel unhappy with the amount, let them know that you'll do everything you can to lower the cost of their home and are there to work with them.
Do You Have Any References?
This is a reasonable question, especially since they're hiring you to do a job for them. When you finish each position, if you feel like you've made a great connection with the buyer and that they would sing your praises, ask if you can use them as a reference for any future sales. Over time this should build an always-updating list of people you can refer to the new customers.
How Can You Be Sure I’ll Get A Good Price?
Although nobody can guarantee a good price, it's your job to ensure that the buyers can afford whatever home they set their sights on. This means ensuring they can afford barrel tile roofing when it's all over or working to give them the wiggle room that will make their monthly costs more affordable. You can't promise the world, but you can work to deliver whatever they need.
Every Customer Will Want Something Different
There's no 'one size fits all' when it comes to real estate. Every client will want something else, and each of them will ask something you've never been asked before. It's a good idea to be able to roll with the punches and answer anything that's asked of you without having to struggle to come up with the answer. Help your clients feel confident in their choice by showing that you know what you're doing.
Sam Willis is a contributor to Innovative Building Materials. He is a blogger and content writer for the real estate industry. Sam is focused on helping fellow homeowners, contractors, and architects discover materials and methods of construction that increase property value, maximize energy savings, and turn houses into homes.