Real estate agents should classify buyers as A (ready in 30 days), B (30-90 days), or C (90-180+ days) to decide where to spend time. Show A buyers homes, do drive-bys for B buyers, and send C buyers listings and updates.
One of the biggest challenges you will find if you're working with buyers at volume and you're wanting to sell two to three homes per month, and let's say you're more of a buyer focused agent. It really comes down to your priorities. Essentially you need to decide if these buyers are now buyers or future buyers. Simple system to use is just the ABC system and a buyer is someone who's ready to write a contract on a home within the next 30 days. These are the buyers that will get your time blocks for showings. They are allowed to be in your calendar. They can take time on a Saturday afternoon because they're serious about transacting on a home and they've been pre qualified, they're ready to go. Buyers. A b buyer is 30 to 90 days. So these are folks that you're probably not going to show homes to yet. But you will want to sit them down and secure them as a client and then you can send them properties via your CRM or your MLS system and you could tell them, hey listen, you guys will want to go around and look at homes because we know you're moving 60 to 90 days from now, but we don't want to get you into those homes because there's a very low chance that they're going to be on the market. So there's no reason to actually go into a home to look at it. But you'll definitely going to want to do drive bys and get to know different neighborhoods and whatnot. That's a B buyer. A C buyer is someone who's like 90 to 180 plus days out. These are folks that you probably will want to sign them as a client, but it's more important that they just get listings from you. It's focused on neighborhoods, school systems. By the time it comes to actually look at properties, you're going to be able to communicate with me exactly where you want to be. In the meantime, I'm just going to send you updates on properties that become available. These properties will not be available, you know, three to six months from now. So we won't really even need to go on any showings. But you definitely want to get smart on the market. So that's the ABC system for most importantly, prioritizing your time. You may be the type of agent where like friendly and it's like a nice Saturday afternoon. You might say to yourself, why wouldn't I show a home to a buyer that's looking six months from now I'll lose them as a client, Right? If I don't go out and show them a home. That just means that you're not communicating the actual process to be a successful home buyer. So I would work on your presentation and not just willy nilly succumb to people demanding things of your time that aren't worth your time.
