1. Educate and Set Expectations

Manage their expectations throughout the process. It’s so important to educate them in your initial intake meeting. They need to know that offers are not always accepted. There is a lot of paperwork. You will have to compromise some things. Everything can be negotiated. It’s a long, sometimes tedious process. Short sales and REOs are much worse. There will be ups and downs along the journey.

If you don’t manage the buyer’s expectations properly, they will be frustrated, overwhelmed, or even cancel the transaction. Keep the communication level strong with them and help them manage their expectations. Give them a home buying book to guide them throughout the process. A good one is “Buy Your First Home: A Basic Step-by-Step Guide for First Time Home Buyers,” by Regina Brown.

Use dialogues to guide your buyers to where you want them to go instead of letting them control the conversation and the transaction. Skillful dialogues put you in the driver’s seat and gear the buyers towards the end goal, which is getting them to buy a house. Buyers will have objections so don’t get defensive. Help them overcome their objections by role-playing in advance.