Questions Questions Questions

One of the most difficult parts of my job is screening people that are serious buyers, versus simple information gatherers. This can be especially difficult when trying to categorize the prospect based upon one email or telephone call.

The majority of online inquiries are going to be simple information gatherers, bored people just wasting time, or dreamers that simply are not qualified to make a purchase in a more expensive territory like the US Virgin Islands. Now, that doesn't mean I do not do my best to help them. I definitely try to answer all inquiries I get, as completely as possible. Of course, there are exceptions that are certainly a waste of time, and have no respect for my time. Some examples:

1) potential renters looking for "a minimum three bedroom home, new and clean and modern, on the beach or at least walking distance to the beach. Could pay up to $1000 per month, hopefully utilities are included in that price too

How to you politely answer these types of inquiries? I have tried many routes: "I suggest you look further into the cost of living on the island, as it is quite expensive to live on an island, and there are not home options as you describe anywhere near your budget" or "Have you been down here before? If not, I suggest coming for a visit before deciding to relocate, just to get an idea of the different areas on island and their associated costs". And many other replies that were as nice as possible without trying to rain on their parade.

2) the person that calls or emails and expects you to take them out to view property immediately, like in the next half hour

Let's think about this for a second. You are VERY INTERESTED in a purchase as you say, but decided not to plan ahead and set up showings with a realtor? I know that if I am visiting somewhere and am interested in a purchase, I set it up way ahead of time so the agent can not only set up showings, but give me some education and knowledge of what I will be seeing. What they don't understand is that realtors are often busy, and not able to simply drop everything to take care of you because you want an island tour for free. But they also don't realize that appointments typically need to be made at least 24 hours in advance. Properties often have long term tenants, vacation rental tenants, or sellers that want notice so they can have the place looking great. Even if we can get you into a few places, it will be a very small sample of what is available, which highly decreases the chance the buyer would make an offer. So please, have some respect and plan further ahead or it is very difficult to take you seriously.

3) the never ending questions person

it may start with a few questions about one particular property. Then they are asking about different complexes. The COA dues for each of them. What is included. What % of owners live there full time. Past sales figures. You name it, they want every bit of information from the Universe. But you know what, they can't answer one of your questions: "are you currently on island" "have you been here before and viewed any properties" "what is the planned usage of a property you buy, is it for income or personal use". And they just get ignored. Well understand this: If a prospect is unwilling to answer simple questions I ask, specifically to narrow the field of interest in trying to find something to suit their needs, then they are a complete waste of time. Feel free to use Google or pull out your old Encyclopedias if you just want answers but have no intent to purchase.

4) the people that just can't make it down to see properties

this is the most common, and sometimes these people are many or all of the above. They want to buy, or think they want to buy, but they are unwilling or unable to make a visit to view properties. Or even worse, I had somebody a couple of weeks ago that said they were finally coming down (after a dozen emails of me answering their questions), but that they were just using it for vacation and didn't want to take the time to view properties. I am guessing you can imagine my reply- you are wrong if you did though. My communications with those people is done. No need to be snarky, but you had no problem using my time to get answer after answer, yet you don't even want to give any time to see properties when you are visiting for a week? Remember, you reached out to me, not the other way around. My typical response now is "please let me know once you are scheduled to visit, then we can start figuring out what to show you." No need to continue until the buyer is at least committed enough to visit.

Now, with all of the above said, part of the job is helping people. And sometimes it can drag on for years before a customer buys. I have no problem with that. Sometimes things happen really quickly, other times things drag out and decisions are held off. I am fine in working with people for years, I consider my work developing relationships and hopefully continuing these relationships for many years to come. I just want to know the person is serious, and not just wasting my time because they have a lot of extra time themselves. I have found that the easiest way to screen people and know if they are serious is to look at them in their eyes and simply ask. Much easier than figuring it out via emails.