Lisa Ford specializes in working with first-time homebuyers. Guiding these buyers through the real estate market and helping them make one of the most significant purchases of their lifetime is a responsibility agents should take seriously. Building relationships and providing education are key factors in this niche.
Cultivate Strong Relationships
To succeed in assisting first-time buyers, it is crucial to have a genuine desire to help people rather than focusing solely on immediate sales. Cultivating a strong relationship with clients may lead to future business and long-term clients.
During a 30 to 45-minute consultation, Lisa shares that agents should take the time to understand their client’s goals, answer their questions, and provide an overview of the marketplace. It’s essential to address common myths about homeownership, such as assuming that owning is always cheaper than renting. Homeownership may not be suitable for everyone. And some might not be prepared for the upfront expenses, closing costs, or long-term commitment.
For those who are ready to buy, she refers them to her network of lenders and first-time buyer programs. Most especially if they are interested in down payment assistance. This assistance can prevent buyers from depleting their savings, allowing them to handle unexpected costs after closing.
The education process continues after clients pre-qualify. When you visit properties, help your clients understand what to look for. Emphasize the importance of functioning major components like the water heater, air conditioner, and roof. Cosmetic changes like wallpaper and kitchen appliances can be updated later, so they can focus on the essentials.
Accompanying first-time homebuyers are often their friends or family members who might offer input and ask additional questions. While balancing their input can be challenging, maintaining professionalism and being receptive to their concerns helps keep things on track.
She also advises to also seek potential leads by connecting with local universities, leveraging alumni networks to build relationships. By socializing at events and establishing camaraderie, I can become the go-to person for first-time buyers and their referrals.
Provide Value Even if You are Not the Right Agent For Them
In some cases, where she may not be able to help a first-time homebuyer. This may be due to unrealistic expectations or a lack of urgency to own. Lisa will refer them to another qualified professional if all options are exhausted or if she feels that she’s not the best fit for the job. The value she provides to clients is essential. And if she cannot convince them of it, she understands that she may not be the right agent for them.
Working with first-time homebuyers involves a lot of hand-holding. But the satisfaction of helping them achieve the American dream of homeownership makes it all worthwhile.