Checklist #3: The Five Fatal Mistakes Most Home Buyers Make (with audio & download)
Buyers tend to be naïve when looking for a property. They also tend to show little loyalty to any one agent.
Both these dilemmas can be address by providing this card/checklist early in the process.
Providing this card to buyers sends the message that the agent cares about them and is protecting their interest. It also communicates, professionally, that the agent is sharp, experienced and capable of protecting them from mistakes they didn't even think of.
Strategy and Dialogue
The Five Fatal Mistakes card/checklist is a series of third party stories. They recount mistakes others have made and therefore become cautions for this buyer.
Not every one of the five listed will be high impact points to every buyer. But certainly one or two will resonate.
(There's no magic in the five selected. If your experience indicates that a more frequent and critical mistake is being made by buyers in your area, substitute that one for one on the current version.)
While we've identified almost 20 mistakes buyers tend to make, limit the card/checklist to five, perhaps six. Too many will be overwhelming and perhaps come off as a 'scare tactic."
-
"Mr. and Mrs. Buyer, since this is your first home purchase, I thought you might want to review this helpful checklist. It identifies the Five Fatal Mistakes we find buyers tend to make in the home search and acquisition process. It's for you to keep. Let's review a couple of these and I'm open to questions about them all."
-
"Let me provide you with another copy. You told me your parents were going to be involved in your home purchase process. Perhaps they would be interested in reviewing this list too."
-
"Mr. and Mrs. Buyer, since you've purchased a number of homes in the past, I suspect this item will be of little interest to you. This lists the 'Five Fatal Mistakes Most Home Buyers Make'. But on the chance that one or two my have escaped your notice, allow me to provide the entire list for your review. Let me know if you have any questions on how to make sure we avoid those mistakes."
While you might modify the five mistakes listed on our card, I'd strongly suggest you retain the first and fifth. Both are worthy of sharing with all buyers.
First, prepare them to act quickly when they find the right house. Use this third party technique to prime them to 'pull the trigger', make a decision or get on with it when they find a good property.
Likewise, use the fifth one, 'selecting an agent', as a way of communicating that all agents aren't alike, some are really good….and "I'm one of that latter group. You'd be wise to work with me!"
| 
Servicing Worthy Buyers
