What to do when homebuyers “Self Diagnose”

What to do when homebuyers “Self Diagnose”

Over the Christmas break I came down with a strange illness and instead of just calling my doctor and making an appointment, I “Goggled” my symptoms. After reading many articles and web pages I was convinced I knew exactly what was wrong with me. Who needs a doctor when you have the internet?

These days it seems like homebuyers feel the same way about New Home Sales People. When was the last time a buyer walked through your doors without doing any internet research first? I’m not talking about your average “looky loo” coming in to view the decorations, but an actual qualified homebuyer.

When I went to my doctor, I quickly told her my findings, asked for my prescription and figured I would be on my way. She kindly laughed and told me that I was completely wrong. She asked me questions about what was troubling me and took the appropriate tests. Come to find out…. my self-diagnosis was completely wrong.

This made me think of all the people that walk through the doors of a New Home Sales Office and tell us exactly what they need in their new home. They have “Googled” what they are looking for and now they are at your community. Should we just write them their “prescription” or should we “play doctor” first?

Even though the majority of today’s buyers have done their research online, this doesn’t mean that the salesperson does not have to ask the appropriate questions, listen and comprehend what their true wants and needs are. The buyers may be technologically advanced, but that doesn’t mean our sales process can’t go back to basics. We are here to help the buyers find the perfect home, even if it means their own “diagnoses” was wrong.