The next step after pre-qualifying your new buyer client is to begin the home search within their projected price range. Obviously, the bigger the city you live in, the more options the buyer has for choosing their first home. However, when you are in a smaller area (such as Altus & Altus AFB, Oklahoma), you learn to get creative and show the buyers everything there is to offer, and even some that are slightly out of their range (negotiating comes into play!). Sometimes, I show upwards of 20 houses in a single day just trying to give the buyers every viable option out there.
After showing the houses to the potential buyers, I really like to sit them down at my office, or wherever they are most comfortable, and discuss what they looked at with them. I think it helps them to recall details of the different homes they have seen and even to narrow down their list of "maybes". I also encourage buyers to go back and look at the houses they like the most a 2nd or even 3rd time before contracting on one. As REALTORS, we work for those buyers and we can't be pushing them into just any house because we want a commission check.
The next step after they find THE house, of course, comes the contract and negotiations that follow, but I will cover that in a future blog.