Who Is The Buyer?

ASSESSMENT OF NEEDS

IF THE BUYER IS A CLIENT

** Pay full attention to the buyer's needs

** Tell the buyer all that you learn about sellers

** Keep information about the buyer confidential

** Focus on expanding the range of choices to satisfy the buyer's needs

IF THE BUYER IS A CUSTOMER

** Maintain loyalty to the seller's needs

** Tell seller all that you learn about buyers

** Keep information about the seller confidential

** Focus on the seller-client's property

PROPERTY SELECTION

IF THE BUYER IS A CLIENT

** Find the best property for the buyer-client

** Promote the buyer's search

** First opportunity to view new listings

** All properties are available and viewable; the sale price is negotiable

IF THE BUYER IS A CUSTOMER

** Get the best offer for the seller-client

** Limit properties to listed properties only

** View new listings after buyer-clients

** Show only properties listed within buyer's affordability range

VIEWING PROPERTIES

IF THE BUYER IS A CLIENT

** Okay to give advice with facts

** Educate the buyer

**Okay to compare competing properties

IF THE BUYER IS A CUSTOMER

** Just the material facts

** Protect the seller

** Cannot help the buyer compare competing properties

NEGOTIATING THE PURCHASE AND SALES AGREEMENT

IF THE BUYER IS A CUSTOMER

** Disclose only material facts

** Negotiation on behalf of seller-client

** Strengthen the seller-client's negotiating position

** Share all information about the buyer

** Volunteer a CMA for the buyer only if it supports the seller-client's listing price

** Suggest buyer financing alternative that benefit the seller's interests

** Continue services to seller-client during negotiations

FOLLOW THROUGH AFTER THE PURCHASE AGREEMENT

IF THE BUYER IS A CLIENT

** Attempt to solve problems to the Buyer-Client's advantage and satisfaction

IF THE BUYER IS A CUSTOMER

** Attempt to solve problems to the Seller-Client's advantage and satisfaction.

Source:  REBAC,  Today's Buyer Rep,  February 2007