购买房屋是某人可以进行的最大，最重要的购买之一。因此，有意义的是，您的潜在购房客户（尤其是经验不足的客户）可能会在关闭之前感到有些不安。
作为房地产经纪人®作为房地产经纪人®向客户展示价值的最重要方法之一是通过在整个交易中充当伴侣和指南来缓解他们的担忧。您可以使用许多工具来帮助客户感到安全并完成交易。让我们回顾一些最常见的恐惧，以及如何最好地克服它们。
在第一次会议上定下了基调
在克服恐惧方面，最好的防守是一个很好的进攻。与房地产经纪人会面的会议在某种程度上证明了您的潜在客户足够严重，可以反对进入市场的担忧。实际上，NAR研究表明，在与代理商联系之前，在线上平均在线查看房地产大约花费大约三个星期。但这并不意味着您的客户即将参加第一次会议。无论您是与首次购房者或经验丰富的客户一起工作，您的第一次会议都可以为其余的工作关系定下基调。请记住这三件事以获得成功的基础：
- Communication：找出是什么使您的客户感到舒适。设定明确的界限，以便在适当的情况下与您的客户联系，他们对文本，电话或电子邮件的偏爱表明您对他们的需求有所了解。如果您与一对夫妇一起工作，请确保设置联系点，以确保每个人都有清晰的沟通途径。您不想在他们的决策中进行中间，也不想通过在不同的时间与两个伴侣意外地对抗另一个伴侣。
- 合作: Let your clients know you’re working together as a team to find their dream home, which means you can’t take a one-size-fits-all approach for success. Set the expectation that while they may sometimes defer to your judgement, it doesn’t mean they’ll be cut out of the conversation. Explain that serving as their advocate requires trust, but they will always be the one making the final decisions.
- 教育: Don’t assume your clients know anything about the homebuying process. This is your chance to walk them through step-by-step and identify any potential problem areas. Be prepared to answer every question they may have before your meeting. But don’t risk making a bad impression by over-explaining something they’re savvier about. Ask how in-depth into the process they’re interested in getting before you begin and adjust accordingly.
THE BUDGET
Disagreements about budgeting are a major reason couples fight during the homebuying process. Don’t let a disagreement get in the way of submitting an offer or completing a deal. Instead, defuse this tension between your clients by agreeing to a budget upfront.
You can ease some fears by managing their expectations. When you’re discussing a budget to target, make sure your client understands the difference between what they’re qualified to buy and what they’re comfortable to buy. Especially when working with first-time buyers, make sure they understand that just because they qualify for a $600,000 mortgage, other factors should be considered.
Of course, a mortgage is only part of the story. Be sure to walk your clients through the other costs involved, including closing costs, utility expenses and property taxes. In Cook County, properties are assessed every three years. Build trust with your clients by making sure they understand the assessment process, so they won’t get sticker shock. As an expert in the market, you should know exactly how far your client’s dollar can stretch. A great place to start is to gauge what your clients are looking for. Obtain list of amenities and features they can’t live without.
在竞争激烈的市场中，房屋收到多个报价，您的客户应该准备在他们感兴趣的房屋上迅速采取行动。您可以通过准备一开始就提出最好的服务，以减少拒绝优惠的潜在不安在潜在的竞标战中有充分的位置。
CROSS YOUR ‘T’S & DOT YOUR ‘I’S
Remember to put yourself in your client’s shoes. Buying a home is a big commitment, and it’s unrealistic to eliminate all fear. Don’t focus on that. Instead, reassure them that you have everything under control. As the buying process transitions to the close, check in again. Projecting confidence, knowing the answers to questions big and small, and having all the paperwork in order will keep the real estate transaction on stable footing – even when your client is having cold feet.
