In an active real estate market like Maui, agents run into all kinds of potential clients and customers. Some more analytical, some just looking for a piece of the dream. Dubious, optimistic, pleasant and painful. All in a particularly important time of their lives, shopping for a new home. It’s a big deal, without a doubt, and certainly a process.
We as agents spend a lot of our time trying to figure out where in that process our clientele is, at any given moment. It undoubtedly helps us to understand how to best meet their needs.
This is any capable agents prime objective. Meeting your needs. Where buyers are in their decision should never effect how hard we as agents try, and you should know that. We know that the majority of the time this is going to be a drawn out, well researched, thoroughly thought through decision. We want you to take your time, because we want you happy at the end of the transaction. That’s what our success looks like. We listened to you. We helped you through the steps. We showed you. We informed you. We provided you with every single solitary thing you needed to make the best decision for you and yours. And you are happy about it in the end.
Recently in a waterfront home on Baby Beach, the listing agent, Mary Anne Fitch, stood and I sat facing her in a chair. In between us stood a lovely couple who had just finished their final walk through. Their dream Maui home was in its final 48 hours of closing. The sun was setting over Lanai in their new back yard. It had all lined up. I had sat open house just one day. They had been riding on the Honoapiilani Highway and decided to take Front street to be closer to the water, for no particular reason. They saw my sign. They had lunch plans but thought “let’s run in for 5 minutes.”
As we wrapped up, just as the buyers were leaving, they stopped to asked us “How many times do you think we have been to Maui?”
We looked at each other, neither ventured a guess.
“52 times,” they said.
“Now guess how many houses we have looked at?”
I guessed 76, M.A. went with 100.
“ONE” they replied in unison.
“We were ready.”
This is an exception, not the rule by any means. It is an important example, however, because it highlights how much knowing where the buyer stands determines how we best help them. Sometimes the most extreme situation presents a lesson in the clearest fashion.
They were ready. They knew what they wanted, and they made that very clear. When I asked them what else I could show them in the area, they simply responded with more questions about this particular property. Mary Anne and I knew they were only looking at this one property so we focused on closing swiftly and efficiency. It was a streamlined operation. There were very few wonders, and that reverberated throughout the entire transaction. No hiccups and the right cadence. In this case full steam ahead.
The message here is to the buyers. Help us help you, IN THE BEST WAY WE CAN!
Never be shy about telling your agent where you are precisely in your process. Even if you do not know, never hesitate to say, “I just want to educate myself right now.”
Every little bit helps us know how to serve. There is no best spot to be in, regardless of the perception. A solid agent, an agent you want, is an agent that understands the nature of the process, the importance of the decision, and is there to offer you 100% of their time and effort in every stage.
Good communication is always the key to the best experience. Some say buyers beware, I ask you buyers to make us aware!
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