When I set out to write this piece, the plan was to put together in 600 words or less an informative article on the basics of financing your real estate purchaser. In doing so, I recounted the almost daily conversations that I have with buyers… first-time buyers, last-time buyers, move-up or move down buyers, investors, or vacation-home buyers. Each with a personal vision … each with a personal story.
As often happens in the writing process, I slept on the idea and it was transformed a bit as it emerged from my dream state. Rather than talk about FHA, VA, USDA, LTV, DTI or any number of other oft thrown about initials, I should instead speak/write about the process of guiding a buyer to the realization of their dreams and how that process works.
While the path to buying a home has many common components or pieces, every buyer’s path is a bit different. I’ve worked with hundreds and hundreds of buyers… no two have ever had the same story, the same obstacles or needs… every path is different. No doubt the agent representing a buyer must have the requisite experience about the buying process and financing options to be of assistance. But it has also proven to be the case that knowledge of the options is not the transformative ingredient.
For the process to work, it begins with lots of questions. Questions being asked by a near total if not total stranger in a world filled with fear: fear of being sold, fear of being manipulated, fear of giving away advantage or private information. That brings us to the transformative ingredient: trust.
Trust is not easily won. But, make no mistake about it; it must be earned. It must exist for all parties. It must flow in both directions: Buyer trusting agent… Agent trusting buyer. For trust to be developed one of the parties must initiate the relationship’s movement toward trust by being vulnerable… letting down their guard. The response to that expression of vulnerability is not only to listen but also to hear. It is in this intercourse of speaking and being heard that trust is built.
I often describe my role to clients as that of a river guide. We are traveling down a river I have traversed many-many times. But no two times have ever been the same. The river is ever changing and where the obstacles, sleepers and eddies lie may change from day-to-day, my experience is in how to handle each challenge as and when they occur. For us to make it safely down this river, we must communicate openly and trust each other.
May the Market be with you… But more importantly, may your dreams be realized.
