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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