Most buyers come to you with a preset notion of the features their new property must have. You'll find that their wants lists often include a group of amenities that are not available in a single property. When the perfect property is nowhere to be found, it's up to you to help buyers analyze their wants and needs to determine which features are the most important.

Buyers often start adjusting their wants and needs list when you start showing them properties. They discover, on their own, that a specific combination of features is nearly always elusive, even when price is not an issue. When price is an issue, finding everything they are looking for becomes even more difficult.

You'll be surprised how many buyers have a complete reversal of their wants and needs lists as they start viewing properties. They find that some things just aren't feasible, and sometimes they see and like features they didn't even think about.

So how do you know what they really want? Pay attention and ask a lot of questions, avoiding questions that can be answered with a “yes” or a “no.” Don't ask them if they want a large kitchen; instead, ask them how they'll use their kitchen. Buyers who love to cook and entertain won't be happy with the tiny galley kitchen that people who dine out might prefer.

Know Your Inventory

You'll waste a lot of time showing buyers unsuitable properties if you aren't familiar with what's for sale in your area. MLS sheets give you the facts and a few photos but that's not a substitute for a firsthand look at real estate.

If your MLS holds open houses for listings, attend them. If open houses are not an option, ask to preview properties on your own. Some agents at other firms might be more open to previews if several agents attend, especially if a property is occupied and the owner must leave. Vacant properties are easier, because you won't disturb anyone by doing a preview. Make it a point to drive by at least three listings a day. You'll be surprised how many of them appear very different than they do on the MLS.

Buyers are more comfortable working with an agent who they feel has a good grasp on area properties. You'll find that it is much easier to match buyers with properties when you have a firsthand opinion of listings.

Take Charge of the Showings

Don't become one of those agents who sits by the computer with buyers, allowing them to dictate what they see based on an MLS sheet. It doesn't work. Buyers often eliminate a property because they don't like the photograph, which is always a bad idea. Real estate agents are not professional photographers. Listings can't be judged by a photo or by a three-sentence description.

Do let your buyers browse listing sheets but be prepared to explain that seeing a property in person is the only way to know if it's suitable. Knowing your inventory is a must and so is a continued good rapport with buyers. They'll be more receptive to your suggestions when they know you are sincere about helping them.