The Buyer Consultation That Turns "Just Looking" Into Buyers

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A potential buyer stands in the kitchen of your open house and says, "We're just looking. We'll probably wait until spring." Most agents hand over a card and say, "Call me when you're ready." Here's the truth: "just looking" usually means nobody has shown them what's changed. This fall and winter, buyers have more choices, more room to negotiate, and even builders who want to deal.

In this episode, Tim and Julie share the buyer consultation and pre-qualifying conversation that turns lookers into buyers, and often into listings too.

You'll learn: • What a retail store's greeters teach you about buyers who say "just looking" • The pre-qualifying questions to ask at your open house, and when to pivot to the listing • Why "fake friending" repels serious clients, and what professionals do instead • The 1-to-10 motivation question, and "What would it take to get you to a 10?" • Why builders with finished homes are offering incentives and rate buydowns, and how to ask for them • Rate or payment: the question that moves fence-sitting buyers • The 30-minute buyer consultation, and why a showing is not a consultation • Listener question: exhausted in Q4, how do I finish the year strong?

Stop being a secret agent. Ask the next question.

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Opinions are my own and not the views of eXp Realty.