In some markets, David Fletcher writes on Inman news, there seems to be so much inventory that matching a buyer to a home seems
daunting.
Fletcher asks, “Is supply outpacing demand so much that it makes it harder to sell? If this is believed to be true, does it excuse us as professionals from developing our skill sets?” He suggests that if we ask our buyers the right questions, the market inventory will not seem so overwhelming – to us or them.
And, this apparent surplus should be seen as a plus – it’s one of the reasons buyers need a Realtor in this market!
Of course, you can easily find out how many bedrooms, baths and perhaps the zipcode the buyer wants, and that narrows the inventory, but with a few more pointed questions, you might learn the buyer wants to “be within 10 minutes of a private elementary school, and within five minutes of a main thoroughfare to downtown." Next, what about pets?
Yes, they have a dog and want a large, fenced backyard.
In the Florida Keys, we don’t have the same depth of inventory as in large cities, but honing our buyer qualification skills are still very important.
- Which Key? They might think they would like Grassy Key, but how important is it to be close to a large grocery store?
- Boating access? Does the buyer have a boat? What controlling depth do they need? Are they more interested in the Gulf or the Ocean?
- Do they need a mother-in-law unit for snowbird visitors?
What questions can you add to this list?
