Association of Realtors®, an average agent sells 11 houses a year. Therefore, each transaction represents approximately one month’s worth of income. The agent wants to close a deal quickly and receive his or her commission. Here’s the problem you are facing. Most real estate agents go about it the wrong way. They believe they will increase the odds of making a sale by showing as many houses as possible to their potential buyer. They flood the buyer with options, hoping something will catch his or her attention. At the same time, they do not have a clear picture of exactly what the buyer is looking for, so they are unable to deliver. Let’s look at how the typical process usually works. An agent has a potential buyer who would like to buy a three-bedroom/two- bath house in a specific area. First, this agent prints out every listing that matches the buyer’s criteria, including a few close matches. These houses might not have two full bathrooms, or they might be slightly over budget. She then takes the client from one house to the next. The buyer will see many houses, but, in most cases, won’t be interested in any of them. Nothing has that special something they want in a home. This leads to wasted time, both for the buyer and the sellers they visit. Most buyers end up touring 20–50 houses before making a purchase. If the buyer visits 30 houses, and each seller takes three to four hours per showing, that buyer wastes 90–120 hours of his and the sellers’ time.
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