Buyers Are Liars: The Myth To End All Myths?

So we've all heard it, "buyers are liars." A bit harsh of a generalization don't you think? Well, I'll be honest, I'm on the fence with this one. Let's use another cliché while we're at it, "talk is cheap." Is it not fair to say that anyone can talk the talk, but once actually called to action, most fall apart at the seams? Let's forget real estate for a minute (I know, how horrifying?), in your own life, have you not managed to drop the ball on something that is seemingly easy? Let's face it, we all have. The simple idea of calling someone back when your back hurts and Dexter is on suddenly becomes not so simple. Life sometimes gets in the way.

Something I experience on a day-to-day basis is the "Dead on Arrival" buyer, and oddly enough, the occasional seller. Meaning, they flat out don't call you back. Ever. I always ask myself, why does this happen? Are buyers truly liars? Or, are we not making ourselves seem important enough to call back? I think I've finally come to the conclusion that yes, some buyers are definitely liars. They say what they need to say to get what they want (don't we all?) That being said, I think we often forget outside factors. In the real estate business, we often hear one side of a story. While I can talk to a potential buyer who says they have 20% down, needs to move ASAP and a budget of $1,000,000, that same buyer can go back to their spouse/parent/partner/friend/dog and they can say "well, what'd you talk to them for?" or, even better "I already spoke to someone else." I think even more important to remember is what I like to call "The Embarrassment Factor." What's more embarrassing than spilling your guts out to someone, and once the conversation ends, realize you can't actually act on anything you just said? Nothing. People have egos, and often times, want to avoid the personal connection with someone. This is why, I feel, a lot of people end up working on a listing to listing basis. They understand the listing agent is working for the seller, and that's the way they want it.

Another important thing to remember is that most of these people out there right now are just looking. In addition to the ever-beloved "nosey neighbor" you now have the "window shopper." The "window shopper" is a bread that is spreading like wild-fire. Because it's quote unquote "the time to buy," everyone and their mother is looking. Key word: LOOKING. Will they buy something at some point in their lifetime? Probably - most people do. However, right now, they want confirmation of the market. They want to know what's out there, and want to be able to say to their friends "I saw that house, and it's not worth X amount of dollars." Unfortunately, we have a lot of negativity out there. People are constantly trying to prove the market wrong. It may be the time to buy, but these buyers will low-ball the hell out of any home they come across. If said low-ball isn't good enough, they will move on to the next house, and the next house and so on, and so forth. We are in the market of finicky buyers. Given the abundance of inventory, they are looking for "the perfect home." If you can't find it for them, they feel someone else can...and so the story goes. Unfortunately, most buyers don't realize that loyalty gets you everywhere in real estate (To the few that do, Bless your hearts). They also don't realize the reach most agents have. Because we are now working in an age of ever-progressing-one-upping-the-last-cool-thing technology, we have more information than ever. If you are a good agent, you now know you have the ability to show anyone, anything. The days of exclusivity and private listings are on their way out. Buyers only become liars when agents don't stand out. You want loyalty? You want great buyers? Make yourself worth their time. Show these people the necessity of having you as their agent. I could go on, and on about why standing out is important and how you're your own brand, but we all get that. We've all heard it for years. Seriously though, the more important you make yourself to someone, the more loyal they will be. It's the most simple rule in the book.

So I ask you to consider this: Buyers may lie, but is it your own fault?