There are primary and secondary buyers. Primary buyers usually work with agents. They are qualified and ready to buy because they have calculated their costs. Secondary buyers are often not pre-qualified and are looking on their own thinking they will save money, they can be frustrating and a great waste of time. A seller should ask a buyer some basic questions about his ability to purchase before taking the time to show the property.
Many buyers are nervous about purchasing a house.
They've had friends who have made expensive mistakes, and they are very cautious. This is the biggest purchase they've made in their lives, and they're picky about condition, costs and prospects of future value. Showing your property Helping a buyer to visualize a house as his or her home and overcoming their fears and objections by helping them to reason out those concerns is really a skill. From first contact, driving through the neighborhood, until looking under the kitchen sink, knowing what to say and working out objections can often make or break a deal. Many times, buyers have objections which are really questions and they just need to be worked through until an answer is found.