SU # 23__Qualifying Buyer Needs Flashcards
What are first-time home buyers most afraid of?
The responsibility and unknowns associated with buying a home.
What are upsizers usually looking for?
They are usually looking for the best neighborhood with the best schools. They want the houses with all the bells and whistles.
What is the difference between a need and a want?
A need is something the buyer must have; something he or she can’t do without.
A want is something the buyer would like to have. It is not absolutely necessary, but it would be a good thing to have.
List four types of information to collect once you know what type of property the buyer is looking for.
Minimum number of bathrooms
Square footage required
Number of garage spaces
Outdoor needs/wants – sprinkler system, garden, pool, deck, etc.
When selecting a property, what is the most desirable outcome?
Matching likes and dislikes
Meeting wants and needs
Meeting wants
Providing different options.
Meeting wants and needs
What is the key to working with relocation buyers?
Selecting quality appointments
Focus on fixer-uppers.
Selecting properties that increase in value quickly.
Minimize disruption
Minimize disruption
To be successful with investor buyers, what must a licensee do?
Show a wide range of properties.
Be ready to close a deal quickly.
Determine exactly what the buyer wants
Determine the buyers net worth.
Determine exactly what the buyer wants
What is the reaction when a buyer is faced with too many options?
They make quick decision.
They limit their options.
They welcome the challenge.
They become paralyzed.
They become paralyzed.
When meeting a buyer, what should you deal with first?
Their emotional needs.
Their financial needs
Their long-terms needs
Their practical needs
Their emotional needs.
What two pieces of information are most helpful to know when working with buyers?
Hobbies and Life Style Interests
Family Relations and Education Levels
Occupation and Retirement Plans
Motivation and Urgency
Motivation and Urgency
Which type of buyer will most likely have the highest fear factor?
Relocation buyers
Investor buyers
First-time buyers
Downsizing buyers
First-time buyers
What is fortunate about working with upsizers?
They known what they want.
They can be shown all types of properties.
They are in a hurry to move.
They are willing to accept less than expected.
They known what they want.
You should change the buyer’s wants and needs based on what?
Buyer feedback
The neighborhood
Licensee’s perception
Market trends
Buyer feedback
What drives downsizers?
Extra Space
Convenience
Speed
Quick decisions
Convenience
