At BNP, just over half our business is with buyer clients.
About 90% of the time when we’re first contacted by a buyer, they’ve decided to begin the process and they (wisely) want to meet, talk, find out more about the market, learn about us, really get a sense of “how this all works” before launching in.
That’s our preferred order of events, too. That approach allows both the buyer and us to ask lots of questions, avoid a lot of confusion and misunderstanding, and properly set expectations.
But about 10% of the time we’re called by someone who fits one of these two profiles:
We’ll meet and talk with buyers (and sellers!) “wherever they are” in the process. Though more and more, we try to avoid short-cutting it by skipping that first sit-down meeting.
We see across-the-board benefit to taking that time — even if they’re in a rush or fixated on one particular house. We’ll get there… but there are a lot of steps in front of us and we find immeasurable value in first getting on the same page.
The first step in the buyer meeting is a Q&A session, where we go through a list of questions to access the buyer’s prior experience and knowledge.
Here are some of the questions we’ve found to be super helpful to discuss in that initial meeting:
By starting our working relationship with these questions and the discussion that ensues, we’ve found it creates an overwhelmingly smooth experience for our clients and for us when compared to the short-circuited alternative.