Some Realtors believe in sharing as much information as possible with buyers, while others allow the buyer to ask all the questions. Any topic the buyer doesn't want to know or know to ask, is left alone - a can of worms unopened. But is that the best way to serve your client? It could be the questions you didn't answer will make the difference in whether your buyer is happy with your services. Don't you want them to call you the next time they buy or sell a home?

Some evidence exists already that as representatives, Realtors aren't doing as much as they should to serve buyers. A recent report shows that today's buyers are less likely to form loyal attachments to real estate agents and are unlikely to use the same agent for their next transaction. A majority feels that agent's commissions are unjustified. But the most telling statistic is from the National Association of Exclusive Buyer's Agents - that 50 percent of buyers go to the closing table unrepresented.

Increasingly, consumers are using the Internet to find detailed property information, say both a Realty Times poll and Realtor.com survey. In other words, buyers are performing more initial home research and evaluation themselves. The question is why - aren't they finding out what they need to know from Realtors? It could be that they don't know which questions to ask.

Since the Internet is used by over 40 percent of home buyers, says the National Association of Realtors, maybe that is a good place for Realtors to get on the right track with buyers.

The number one activity for buyers online, according to Realtor.com, is looking for homes, so it stands to reason that the listing can be a good place to provide more information to the buyer than they ever knew to ask.

Let's say the buyer has asked you to email some homes that match their criteria. You find one that seems perfect. Stop and take a good look at the information. Invariably you will find some tidbit that you can improve upon that will save your buyer time, trouble, or money, even if it's your own listing. Learn to play a game with yourself - which information is useful and which isn't? Which information is likely to be accurate and which isn't? Soon, you will see information leaping at you right off the screen.

Here are just a few ideas:

Published: March 23, 2000

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Blanche is a renowned author of five real estate books. Her newest, Bubbles, Booms and Busts: Make Money In Any Real Estate Market, McGraw-Hill, was rave-reviewed by The New York Times. She was also selected from hundreds of real estate experts to contribute to Donald Trump's book, Trump: The Best Real Estate Advice I Ever Received: 100 Top Experts Share Their Strategies, Rutledge Hill Press, and is featured on page 68. Order Now Review - Honors In 2006, Blanche was selected among scores of candidates to author two consumer real estate guidebooks for the National Association of Realtors: The NAR Guide to Home Buying, and The NAR Guide to Home Selling, Wiley & Sons. She is currently planning two new books for the NAR and its members.       Known for her keen insight into real estate industry issues and for her ability to make complex subjects easy to understand, Blanche is a sought-after keynote and continuing education speaker. Real estate organizations from MLSs, to brokerages, to franchisors, to associations hire her to provide up-to-the-minute analysis of real estate industry news and advice on how to improve revenues. Her passionate delivery, peppered with stinging wit, is a huge hit with audiences and fans. Don Klein, CEO Greater Nashville Association of Realtors, Blanche Evans, Richard Courtney, president 2007, GRAR "The GNAR membership meeting last week featured Blanche Evans as the keynote speaker. Her comments and insights resonated extremely well with those in attendance and we have had many requests for copies of her PowerPoint Presentation. She was a terrific part of the membership meeting and convention program!" - Don Klein, CEO Greater Nashville Association of Realtors Coverage from WSMV, Nashville - 8-14-2007 That Interview Guy - Get Inside The Head Of Today's Generation 2007 AE Institute Session - To purchase 2006 AE Institute Session - Parts 1 2 3 4 5 6 7 8 9 HouseValues Mastermind call - Parts 1 2 Blanche's fireside chat with Jeremy Conaway, HAR - Click here. For more articles by Blanche, click here.