Be Ready Because Your Buyer Is

Dated: 03/27/2018

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Get to know your buyer

As a seller, get to know the characteristics of your potential buyers.  The Charleston buyer today is likely either a local move up buyer, a military transferee, an industrial transferee, or one of the many new arrivals from the North East or the Mid-Atlantic States choosing to move to this area for employment, retirement, lower taxes or for a better lifestyle. Knowing the likely source for your buyer will help you tailor your marketing effort. Create a list of the top most likely sources and build marketing efforts designed to attract from those sources. 

The buyer in the Charleston market today is tech-savvy, well informed and typically well represented by an agent who is often an aggressive negotiator, determined to get the best possible deal for the client. Gone are the days where just placing a sign in the front yard and putting an advertisement in the paper is sufficient. Marketing homes has evolved into a complex process. 

Rarely do buyers arrived at the table naïve, under-informed, and unrepresented, dependent upon the listing agent to handle the transaction. Buyers have access to tools far better than the tools available to agents just a few years ago. They are extremely well informed about the market. Consequently, these buyers are more demanding and detailed. They expect every home to show like a model home and every seller to negotiate a rock-bottom price. 

It is common for the buyer looking at your home for sale to know a great deal about your home even before they arrive at your front door. And, you can bet that they know even more details before they make an offer, including what you paid for it, how long it has been listed, who financed your loan, the original mortgage amount, the taxes you pay, and much more. Buyers study photos and videos of listings online, dig into school reviews and area demographic data. 

They “walk the streets” in advance with Google Earth and drive from neighborhood to neighborhood, smartphones in hand, tapped into a stream of instant, rich real estate information. They know what your neighbors’ homes sold for and they can view the details of your current competition, including asking price and time on the market. 

What does this mean for you as a seller? 

It means you need to be prepared and you need the right help.  You need great technology, powerful marketing, and strong negotiating skills on your side. You need an agent who can market your home using state of the art tools and proven tactics. 

It means that, for a top dollar sale with the best possible terms, you absolutely need an agent who is competent, experienced and a ready for the challenge. If maximizing your return on investment is important to you, you need an agent who knows how to work with savvy buyers and skilled buyers' agents. More than at any time in the past, having the right Realtor on your side when selling a home in Charleston is vital to your success.

Are you thinking about selling your home? Are you considering buying a home in Charleston? Call me.

Chris DeLoach  @ 843-270-1272

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Chris DeLoach

SERVING CHARLESTON, SOUTH CAROLINA BUYERS AND SELLERS SINCE 2001 ------------------------------------------------------------------------------------ Buying a home – or selling a home – can be one....

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