Getting Into The Mind Of The Analytical Buyer

There is a class of buyer called the analytical that can pose a challenge for many real estate agents. Think of the Professor on Gilligan's Island. The intellectual. Typical professions include Engineer, CPA, Pilot, Scientist, and Architect.

Their dominant need in evaluating homes is MORE information. This can be a trap for them and you, the professional serving them. When is information ENOUGH information? Ask lots of closed ended questions specifying a TIME to stop with more information, a TIME to make a decision, and get them to agree to it. Early on they will be non-committal but they are not really adversarial, but still gathering information for analysis. They are not bad people, just thorough in their due diligence.

Oftentimes they will purchase hybrid homes that are combinations of all the amenties they have seen or if heading toward new construction, build custom.

What you want to avoid is house hunting ad infinitum, making a hobby out of house shopping that nobody these days has money or time for, and on their part not making a decision and going into "analysis paralysis."