Tire Kickers?

One of the most important skills an agent must have is the ability to discern who will eventually buy, and who never will.

When I first started selling, we always used the term "tire kickers" to describe someone who loves to look at property with no intention of buying.  Well, perhaps that is a bit unfair - they may intend to buy, but do not have the financial resources to do so.  Why then, do they look at property?

Buyers love to look. If they can find an agent that will show them around unqualified, then they will look, look, and look.  Getting their money in order and qualifying for a loan may mean finding out that they don't actually have the resources to buy - poof, fun time over.  So, they'll avoid reality to enjoy a free tour on an agents time. No reason to bemoan it, it's just natural behavior for the buying animal.

Good agents have a duty to find out who is able to buy, and who is just looking, not only for the agent's own benefit, but also to benefit the qualified buyers working with that agent.

How do all these probing financial questions benefit you as a buyer you say?  Well, agents come with reputations, and an agent who has a good reputation of only working with qualified buyers will put you at an advantage in any negotiation - sellers and selling agents do not want to waste time with unqualified buyers, and if you are perceived as being a sure bet to follow through on a sales contract, then you start off in a much stronger negotiating position than someone who has not been qualified.

So, make sure your agent qualifies you before you head out to tour homes... unless you don't really want to buy.