Globella Buyers RealtyAbout > Hiring a Salesperson vs. Hiring a Buying Consultant

Hiring a Salesperson vs. Hiring a Buying Consultant

When it's time to buy a home in San Diego, you get to choose what qualities you want to have in your San Diego buyer's agent. Do you want to hire a Salesperson (a buyer's agent who views his/her job as that of selling you a home), or do you want to hire a Buying Consultant (an expert buyer's agent who views his job as that of helping the homebuyer through every step of the home buying process)? Helping vs. Selling. You have a choice, and your choice will make a major difference in the experience that you have as you make your way through every phase of the buying process!

First, let me clarify that salespeople can be wonderful people. There is nothing inherantly wrong with hiring a salesperson (for the right job - when you need to sell something). In the real estate industry, in fact, it is highly important for many agents to be good at sales. If you are selling your home, you want to hire a real estate agent who is a good salesperson, right!? It makes total sense for a seller's agent to focus on getting very good at sales.  For that reason, many San Diego real estate agents have devoted their training to becoming better and better salespeople. Here is where it becomes a problem, when people try to translate those sales skills into representing homebuyers. The reality is that most San Diego buyer agents are also trained to sell. Many buyer agents view their job as to find as many buyer prospects as possible and then to sell homes to those prospects as quickly as possible. The training that many San Diego buyer agents receive teaches them actual sales techniques to get buyers to write offers more quickly, write stronger offers, etc., etc. to hopefully get more and more transactions. You've probably even noticed this when you watch real estate shows on HGTV (the agent says to the buyer, "Look at that view... can you imagine sitting here with a glass of wine in front of the fireplace and enjoying that view after a long day at work?").

Don't get me wrong. I want more transactions, too. I've just found that homebuyers don't want me to sell them a house... They want me to help them find the right house to buy. Because of that I consciously take a consultative approach to our working relationship. This subtle shift in philosophy makes a huge difference in the level of service you receive. Instead of being a salesperson, I view myself as your consultant, your teammate, your advisor through the home buying process. You may ask yourself, why don't all buyer agents work that way? My answer to you is that many buyer agents have never been trained to look out for the best interests of their clients. Many buyer agents do not take the time to qualify (or even interview) their potential clients before hopping in the car to look at homes. Many do not even sign a representation agreement with you. With no commitment and no proof that the buyer can even afford the home, the buyer agents that work this way are hoping and praying that they can sell you a home as fast as possible (before you find a different agent or buy a home without them). It only makes sense that buyer agents who work this way, might be a little pushy or a little salesy... probably less than 50% of their clients end up buying (because they found out later they couldn't qualify for a loan, they were just looking in the first place, or they ended up finding a buyers agent that they liked better), and so they feel that they need to sell you a home if they want to get paid.

There is another way to work with buyers (and one that I believe is better for the buyers and their agents). Instead of taking a machine gun approach, I only work with qualified, motivated buyers who are going to buy in the very near future. In fact, I get calls pretty much every week from people that other buyer agents would be showing homes to in a heartbeat that I never end up working with for various reasons. I hesitated to write that sentence, because I am not trying to impress you or sound cocky. I just want to impress upon you that the way I work allows me to be better at representing the interests of the buyer. Because I set limits on who I will work with, I end up only working with the best buyers. 95% of my clients buy a home (they are not looky-lous and they are very qualified for the purchase).

Because I know my clients are going to buy soon, I have no need to sell them anything. I have the freedom to simply help them through the buying process (and offer great customer service and representation along the way), and when we find the right home, they are going to buy. Here is how I accomplish that. First, I ask each of my potential clients to meet with me for an interview before we look at homes together. I want to make sure that we are a good fit for working together before you and I spend our valuable time looking at homes. If we find that we are a good fit, I ask you to show me that you are qualified for the purchase (which we will need to do with the sellers anyways, when you write an offer). Trust me, it's no fun at all to find out that your client cannot qualify for a loan after months of looking at homes together. My time is valuable to me, and so I guard my time carefully. In turn, this greatly benefits my clients. When a I take on a new client, I go to work full steam ahead (one of my clients compared me to a pitt bull - in a nice way). I'm excited to help you through the buying process, and I have systems in place and strategies that help me to truly help you. The goal is to find the right house for you at the right price and to help you buy with your eyes wide open, and I thoroughly enjoy the whole process.

In closing, no one wants to be sold. Homebuyers don't need a salesperson, but every buyer can benefit from expert assistance and representation. Consider hiring an exclusive buyer agent who takes a consultative approach to the business the next time you buy a home!

If you are considering buying a home in San Diego in the near future, give me a call and we can meet up for an interview. I look forward to hearing from you! 

Also Read: What is a Buyer Strategy Session?

Also Read: Why Hire a Buyer's Agent When You Can Have an EBA?

Also Read: What is an Exclusive Buyer Agent?

Also Read: How Does a Buyer's Agent Get Paid?

Also Read: 5 Reasons You'll Be Thrilled at Closing 

Also Read: 16 Questions for Your Buyer Agent Interview

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Justin Gramm is the founder and principal broker of Globella Buyers Realty, your San Diego Exclusive Buyer Brokerage.

Exclusive Buyer Agents do not list homes for sale and never represent sellers. They have no "inventory" to try to sell you. They can represent you in purchasing any home. They are specialists at representing buyers only on the buyers' side of the transaction. Exclusive Buyer Agents work to get buyers the best price and terms when they buy a home.

If you have excellent credit and plan to buy a home or condo in San Diego County within 90 days, contact Justin Gramm to hire an agent on your side of the transaction. More about Justin Gramm on . Call Justin at (858) 437-2662 or  E-mail.

Globella Buyers RealtyAbout > Hiring a Salesperson vs. Hiring a Buying Consultant

 
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Justin Gramm, Broker
Globella Buyers Realty
Ph: 858.437.2662  -  Fax: 858-228-9801
4315 Corinth Street
San Diego, CA 92115
CA DRE License # 01714813
www.Globella.com

 

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Globella's Real Estate Blog "For San Diego Home Buyers":

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