When a homebuyer changes their mind about what they’re looking for, it’s not unusual. Someone may start out wanting a newer home with a pool in a certain area, then after a few showings realize that other things matter more.
Seeing homes in person has a way of changing what buyers think they want. They may become more flexible about the neighborhood, rethink how much space they need, or decide that something on their original wish list isn’t that important after all.
For an agent, those changes are simply part of getting to know the buyer and narrowing down what will actually work for them.
This is also where having a good real estate instructor can make a difference, especially when you’re new to the business. An instructor who has worked with real buyers and sellers can share situations they’ve actually dealt with and explain how they handled them. Those real-world examples can help you understand that buyers changing direction isn’t unusual and give you a better idea of how to handle those conversations when they happen to you.
A Wish List Can Change Quickly
Buyers often figure out what they really want once they start looking at homes. Someone who was set on having a pool may decide after a few showings that they’d rather have more space inside. Another buyer may start out looking only at newer homes and then fall in love with an older home that has the layout and location they like.
Location can change along the way too. A buyer may realize they don’t mind being a little farther from work if it puts them closer to family, restaurants, or other places they go regularly.
As those preferences change, update the search. After a few showings, you’ll usually have a much better idea of what your buyer is actually looking for.
Budget Can Change the Search
Sometimes it’s the budget that changes. A buyer may start looking in one price range, then talk with their lender, see what the monthly payment could look like, and decide they’d rather spend a little less.
If that happens, adjust the search and keep looking within the range they’re comfortable with. Any questions about what they qualify for, loan options, or financing should go back to their lender.
They May Change Locations Completely
A buyer may start out focused on one area and then begin looking somewhere completely different. Maybe they’re finding more homes in their price range a few miles away, or they drove through another neighborhood during a showing and liked it.
When that happens, ask something simple like, “What do you like better about this area?” Their answer could be the homes, the location, the price, or something they hadn’t considered before. Once you know what caught their attention, you can use that information when deciding what other properties or areas to show them.
Sometimes They Need to See the Wrong House
Even a home your buyer doesn’t like can help narrow down the search. Sometimes it’s not until they’re standing inside a property that they realize a certain layout doesn’t work for them, the rooms feel smaller than they expected, or the location isn’t as convenient as it looked on a map.
After a showing, ask what they liked and what they didn’t. Those conversations will help you get a better feel for what to show them next.
After a few homes, you’ll probably find that the search looks a little different from where it started.
Don’t Take It Personally
You may spend a lot of time searching for exactly what a buyer asked for, only to find out a few showings later that they want to go in a different direction. That’s just something you’ll run into from time to time.
Instead of getting frustrated, talk with them about what changed. Ask what they’re liking now that they weren’t considering before, then use that information to update the search.
Continuing education can help with situations like this too. The more you learn about working with buyers, the local market, contracts, financing, and the different parts of a transaction, the easier it becomes to adjust when a client changes direction. You may not be able to predict every change, but you’ll be better prepared to help your buyer through it.
What If They Want to Change Their Budget?
If your buyer suddenly starts sending you homes that are more expensive than what you’ve been looking at, talk with them before scheduling anything. You can simply ask, “Are you thinking about changing the budget we started with?” If they’re financing, they may also need to check with their lender before you start looking in the new price range.
The same goes if they decide they want to spend less. Pull up a few homes in the new range and look at them together. That makes it easier to talk about what they may need to adjust, whether that’s the location, size, age of the home, or a few things from their original wish list.
What If They Decide to Stop Looking?
Sometimes a buyer decides to stop looking for a while. Maybe something changed at work, they want to save a little more money, or they simply don’t feel ready to buy yet.
If they tell you they want to wait, don’t try to talk them out of it. You can say something as simple as, “No problem. Would you like me to check back with you in a few months?”
If they say yes, make yourself a reminder and follow up when you said you would. They may not be buying right now, but when they’re ready to start looking again, there’s a good chance they’ll remember the agent who respected their decision and stayed in touch.
And while that buyer is on hold, keep yourself busy. Take a class, learn more about the market, attend an industry event, or spend some time meeting other real estate professionals. That way, when the buyer comes back, you’ll have a little more knowledge, a few more connections, and more experience to bring to the table.
Changing Your Mind After Going Under Contract Is Different
Changing your mind about what kind of home you want is one thing. Changing your mind after you’ve signed a contract is different.
If your buyer tells you they want out of the deal, don’t immediately tell them they can cancel or try to explain what will happen with their deposit.
Pull up the contract and talk with your broker before giving them an answer.
There may be deadlines, contingencies, or other terms that matter in that particular transaction. And if the buyer needs legal advice, make sure that conversation goes to an attorney rather than trying to answer it yourself.
Keep Updating What You Know
After a few showings, take another look at the search you originally set up for your buyer. Chances are, something has changed. Maybe they’re looking in a different area now, they’ve adjusted their budget, or something they thought was a must-have isn’t that important anymore.
Before you start sending the next round of homes, talk about what you’ve seen so far. Ask something simple like, “Out of the homes we’ve looked at, what are you liking the most?” You can also ask what they definitely don’t want to see again.
Use that conversation to update the search. It’ll help you spend less time sending homes that no longer make sense and more time looking at properties that are closer to what the buyer wants now.
Learn to Work with Real Buyers at LEAP
LEAP Real Estate Academy in Orlando gives future Florida real estate professionals the educational foundation they need to begin their careers.
Once you start working with actual buyers, you’ll quickly learn that the process doesn’t always follow the original plan.
When a homebuyer changes their mind, don’t automatically see it as a setback. Find out what changed, adjust where necessary, and keep helping them work toward a property that makes sense for where they are now.
Sometimes figuring out what a buyer doesn’t want is exactly what helps them find what they do.
