Truemors
Following up on potential buyers, contrary to what many people believe, should not only be done when a potential buyer says “Goodbye” after checking out the foreclosure property you are selling. You should know that the follow up process actually starts as soon as potential buyers walk thru the front door.
If you are serious about selling your foreclosed property, you must understand the importance of following up on your potential buyers especially with the tough market. You should consider participating in the entire sale process and not merely act as a sales person.
In order to accomplish this kind of following up, you should first make sure that you have connected with the buyer and trust between you is established. You can do this by probing what the buyer needs, prefers and likes. Understanding these things will give you a better idea of what is important for the buyer and give you some maneuvering room.
Potential buyers will certainly remember you when it comes to decision making time especially if the visit was a pleasant one. You should try very hard to be straightforward and honest with your answers and elaborate as much as you can, without being long-winded and repetitive. If you want, you can prepare for these visits beforehand so you will not aimlessly ramble on about the property.
After the initial meeting, you will be surprised with how these potential buyers will treat you when you do the “regular” follow up. On the other hand, if you fail to establish a bond between you and the buyers, you should not be surprised if your letters, emails and calls are ignored.
As a seller, you must try to understand that buyers have the upper hand right now and the only way one can close a sale is by being involved.
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