The focus is to find out their time frame and level of passion to move. We have to wonder why a buyer has not been able to find a home in six months. Most people need to sell their home before they can buy. A great percentage of them want to find a house before they put theirs on the market. This approach seems to be backwards.
Most sellers truly can t buy anything since they have to sell first.
They often want us to invest a large percentage of our time finding them the perfect home prior to listing theirs. One of our rules when I was an agent was that buyers had to list their property now for us to work with them. We did not want to work without the opportunity of getting paid. If their plans changed we would withdraw the listing. Too often we rush out to show one of our listings only to find out that they are working with another agent.