Buying a home for the first time can be an exciting-but-nerve-wracking experience for anyone. However, when someone is looking at luxury homes and they realize they're going to be investing a large sum of wealth, it's not uncommon for their nerves to get the best of them. Even if they know they have the financial means to do so, luxury homes can feel intimidating at first.
As a real estate agent specializing in luxury homes, it's important to understand that your clients might be coming from all walks of life. Maybe they only recently have been able to afford this lifestyle and are still hesitant about it. Maybe they're young and need more guidance through the process.
Whatever the case, there are effective ways you can calm the nerves of your clients and put them at ease throughout the home-buying experience. Let's take a look at some of the best ways to make the process enjoyable and relaxing for them rather than letting their nerves get the best of them and possibly backing out.
Make Yourself Available
One of the easiest and best ways to reassure a nervous client is to make yourself available as often as possible. You've put in the work to attract home buyers to your properties, now make sure you're following up by forming real connections with them.
If you have a client interested in a property or two, give them your business card with all of your information. Offering a personal phone number and email address in addition to your business information is a great way to make them feel more comfortable contacting you at any time.
Let your clients know you're always available to answer questions, reassure them if they have any concerns, and offer more information whenever it's needed. Transparency and communication will go a long way in calming your clients' nerves. Of course, it's important to set boundaries and take time for yourself away from work. However, something as simple as answering a text message or email quickly can go a long way with your clients and let them know you're there for them.
Use Your Resources
As an agent, you've undoubtedly made several important connections in the real estate industry over the years. You can use those connections and resources to your advantage when it comes to helping your clients.
When someone is moving, the daunting checklist of things that need to get done can overwhelm them. You can help to make that list a little shorter by connecting your clients with the right people and services, including:
- Moving companies;
- Home inspectors;
- Banks/loan officers.
When it comes to helping your clients with the moving process, talk to them about choosing the right moving and storage company that will fit their needs. If it's their first time moving into a luxury home, it might also be their first time needing a moving company. You might have a particular company in mind that you usually work with, but don't be afraid to branch out and suggest other reliable companies in the area depending on things like storage options, cost, and availability.
Having a strong professional relationship with a reliable home inspector can also put your home-buying clients at ease. Even in luxury homes, things can be problematic. Working with a trustworthy inspector will ensure you and your clients that nothing is wrong with the property, or alert you to any issues that need to be taken care of. Suggesting an inspector for your clients is a great way to take that stress off of their plate.
Lay Out Various Purchasing Options
Just because your clients are looking at luxury homes doesn't mean they'll be able to lay down cash for everything. Obviously, that's ideal for everyone, but it's not always realistic and your clients shouldn't feel intimidated if it's not an option for them.
If it's their first time investing in this kind of property, it's important that they feel comfortable about that investment. You can help them by going over various purchasing options, including conventional loans or private loans. It can help to do a lot of work with a financial institution or lending company, so you can direct your clients to the right people.
You can also ease their nerves by negotiating a warranty on a home if it's new construction. That warranty might include things like:
- The seller covering the warranty premium for a year;
- Who pays the deductible on repairs;
- Coverage for structural elements;
- Price negotiation.
Having a warranty in place can give your buyers peace of mind and might make them more willing to take the plunge and make the purchase.
By being present and available for your clients, working with the right people, and showing your buyers that you always have their back and want what's best for them, you'll help any of your first-time luxury home buyers feel better about their decision, and focus on the excitement of buying a home, rather than the nerves that tend to creep up throughout the process.
About the PublisherBo Kauffmann is a residential real estate agent with over 18 yrs experience in helping buyers and sellers achieve their goals. Inducted into the REMAX Hall of Fame in 2010 and receiving the REMAX Lifetime Achievement Award in 2019, Bo has sold over 500 houses and condos in the Greater Winnipeg market. He is an accredited buyer representative (A.B.R.) and a Luxury Home Marketing Specialist. Bo provides exceptional service to First-Time Home-Buyers, Seniors looking to downsize and Home Sellers of all ages. He can be reached easily By E-Mail or call/text him Call/Text Here
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