What would it look like if home buyers actually shopped for value? An illustration of my kind of internet lead

by Greg Swann

Suburban Phoenix Real Estate Broker

Author website

This came in over the transom, and I think it is a thing of beauty. The ludicrous notion that buyers don’t pay for real estate representation induces too many buyers to be lax in choosing their Realtor. Everything we do is based on delivering value, so we do best with people who are sharp enough to shop for value. When I read this in my email inbox, I sat and marveled at all that it portends.

Like this: Most internet leads stink. Suzy with no last name (aka SuZQ1983@hotmail.com) might be cute and spunky, but she’s probably not motivated, and it’s good odds she’s not financially qualified.

But: The internet enables serious people to shop until they find exactly what they want, even as it teaches them how to want wisely and in exacting detail.

And: People who shop that way will not care that a Realtor was a high school tennis star or the immediate past president of the Junior League. Everything that chummy, clubby Realtors have used forever to get by has gone by the wayside. When people finally learn to shop for value, they shop for nothing but value.

With that, permit me to introduce you to my kind of clients. The specifics have been fictionalized, but the underlying email is real:

Currently we are email interviewing several Realtors in our area of interest in Arizona. We would like your response as to whether you would be interested in having us as your clients. We have created this document introducing ourselves.

Summary:

We are a couple in our forties who are moving from the state of Washington to the state of Arizona. We have specific requirements for a house, and we have a short period to purchase it. Our current house should close at the end of June. In the event we can not purchase a house in with a close date near then, we will either rent or lease a home.

We are looking in the Glendale to Scottsdale area, and we are looking at the $360K to $460K price range.

1. Who we are…

   Carl Halverson, government statistician working in the US treasury department. Carl’s hobby is woodworking, and he has several large wood working tools. Carl will be working from home two or three days a week. Carl has asthma, one of the main reasons for our move.

   Alice Halverson, former aerospace systems engineer, and unix administrator. Alice’s hobby is running a personal website and email server from the home.

   We have no children. We lost our rottweiler last year, and we plan to bring another rottweiler into our home and therefore we need a backyard. We have also in the past have had one of our dogs die in a drowning accident at someone’s home, so we have little interest in a pool.

   For us, function and structure has an equal, and sometimes greater, importance than style.

2. What we would like… (understanding we may not get everything)
   • A secure neighborhood, but not a gated community
   • A single story preferred, 4 bedroom, 2+ bathroom in an established neighborhood. We are not interested in a new house or a very new neighborhood.
   • A three-car garage or equivalent for single car storage and a workshop. We would also consider a two car garage if there was a separate shop.
   • A partially landscaped enclosed (opaque fencing/wall) backyard big enough for large dogs
   • No pool, a wading pool would be acceptable if it does not take up a large portion of the backyard, and is either fenced or is easily fenced.
   • Either no CCR’s or one that only covers common areas – There must be no neighborhood restrictions on Carl’s workshop (noise etc…), or restrictions on the breed of pets.
   • High speed DSL connectivity.
   • Kitchen preferably with a closet style pantry.
   • Interior laundry room because more than likely the garage will be a shop (wood dust and clean clothes don’t mix).
   • Large master bedroom suite with a large master bathroom.
   • Hard material floor finishes are preferred – Carpeting will have to be removed due to allergies and asthma.
   • RV parking access through a side gate preferred
3. Who we would like…
   • A broker with experience in the area, who has completed certifications.
   • Someone who understands our house requirements, and our age group.
   • Someone who doesn’t object to our need for a large dog.
   • Someone who will help us migrate to our new home, by providing us with good information on utilities, etc…
   • Someone who can give us recommendations for contractors.
4. Mistakes a realtor can make…
   • Showing us property with a pool, without telling us why, first.
   • Showing us houses that cannot be dog-friendly and have room for a shop.
5. Inspections/Similar we will require…
   • A home inspection by an investigator who belongs to a home inspection association/organization (inspection to include any pests)
   • A roof inspection by a licensed company
   • A electrical inspection/initial quote to convert a portion of garage space into a workshop [subpanel 100 AM, safety AFCI, GFCI].
   • Specific ages of major appliances and HVAC systems

If we sound intimidating, you probably should pass on evaluating us as clients. We have had problems with realtors in the past, because we are honest people who like to be straight and forward. We will want questions answered clearly, and our concerns addressed intelligently.

This is so easy. This is a detailed road map of how to succeed — not just with these clients, but with all clients. If you treat everyone the way the Halverson’s want to be treated, you’ve got the whole thing clocked.

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