In Part 5 of her 8-part series, Cassie Walker Johnson helps you help clients navigate the complexity and detail of the buyer offer.
In my last article, “On ‘Education Day,’ buyers teach you what they really want: Step ,” I explained how the “field trip” allows buyers to experience homes, challenge their assumptions and reveal what they truly want.
Now comes Step 5: the offer, where all that preparation meets the fine print. If Education Day is the lab session, writing the offer is the exam. This is the moment everything you’ve prepared for comes into play.
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