When selling houses, real estate professionals understand the importance of catering to the needs of their homebuyer. Each sale is different, and there is a wide variety of preferences among clients when they are searching for a home. Agents know that no two clients are the same, and what works for one may not work for another. Because of this, it is imperative to keep a few ideas in mind when selling a home to a new client:

What demographics does your client belong to?

When trying to close a deal with someone new, knowing some background information on them is crucial. Ask yourself:

“What is their monetary budget?”
“What age group do they fall under?”
“Are they married? Do they have children?”
“What area do they currently live in?”

These questions may give you a better understanding about the type of a client you are working with and the types of homes they may be interested in. Money, age, family size, and location are all primary aspects to consider when selling a house to someone – they are determinants of the homes your client will be looking for.

What type of buyer are they?

This may be a difficult one to establish, but there is a wide range of clients and they all act differently in terms of conducting business. Some buyers are extremely hands-on, and they want to be involved in every step of the home-buying process. Others are more laid back, preferring that the agent take charge and only wishing to be updated with necessary news regarding the home. Some may be indecisive, some may be inquisitive, some may be aggressive… Essentially, you never know what you’re going to get. Figuring out the “buyer” personality of the client early on will better help you understand how to conduct business with them.

What are they looking for in a home?

This may sound like an obvious one, but many buyers aren’t straightforward with their needs in a home. Sometimes they may not even be sure what they are looking for. Helping them figure this out will tremendously narrow down the list of potentially fitting houses. By asking certain questions about style preference, area preference, size, budgeting, etc., you will be able to determine what homes on the market will best fit your client. Sometimes agents have to take on the role of a fairy godmother – and hopefully your client’s dream home will come true.