What to Expect From a Buyer Consultation, and Why You Should Ask for One

If you've started looking at homes, you've probably had this experience. You ask about a house online, an agent writes back "Great, when do you want to see it?", and a few days later you're signing a form in the driveway before you walk in.

Sometimes that's fine. If you just want to see one house, a one-day or one-address agreement makes sense. But if you're looking for an agent to guide you through one of the biggest purchases of your life, you deserve more than a signature on the hood of a car.

You deserve a buyer consultation. On our team, one of the first things we ask buyers is, "Has anyone taken the time to do a buyer consultation with you?" The answer is usually no. Here's what one should look like, so you know what to ask for.

Why a consultation comes first

Agents are now required to have a written agreement with you before they can show you homes. That's a real commitment, and you should know who you're committing to.

A good consultation gives you that. It's your chance to see whether the agent knows the market, understands what you need, and can explain the process clearly. It should leave you with trust, a plan, and clear next steps.

What you'll be asked, and why

Expect a lot of questions, often starting with a short questionnaire before you meet. Where are you living now? Do you rent or own? Do you need to sell first? Why are you moving, and when do you need to be in?

Then a good agent will go deeper than the checklist. For example:

• "You said four bedrooms. Would three bedrooms plus an office work?"
• "Your pre-approval is higher than the budget you gave me. Is there a reason you want to stay lower?"
• "What you're describing is hard to find in that price range. Would you consider another area, a different price, or a home that needs some work?"
• "Does the home need to be move-in ready, or just livable?"

Those questions aren't meant to pressure you. They help your agent find homes you'd actually want, and they save you weeks of touring the wrong ones.

Who needs to be there

Buying a home is often a group decision. Couples, parents helping adult children, multiple generations buying together, or an LLC. I recently closed a sale with five family members signing on the seller side and four on the buyer side.

If more than one person will make the decision or sign the paperwork, they should all be part of the consultation. If someone can't be there in person, joining by video works fine.

Getting your finances in order

A good consultation covers financial readiness in plain terms. Do you have a pre-approval or proof of funds? Is your down payment ready? Is your credit where it needs to be, and if not, is there someone who can help?

Your agent should also walk you through every point where you'll need money: earnest money when your offer is accepted, inspection fees, your loan application, and the down payment at closing. No surprises.

Your agent can explain the types of financing, but a lender should answer the details. On our team, we give buyers three options each for lenders, inspectors, and title companies, so you can choose who you work with.

What's really happening in your local market

This is one of the most important parts. National headlines might say it's a buyer's market. That can make buyers think they can take their time, offer low, and ask for everything.

Real estate is local, though. Here in Northeast Ohio and central Ohio, well priced homes still sell quickly and often draw competition. A good agent will show you how many homes are for sale in your price range and area and how fast they're going, so your expectations match the market you're actually buying in.

How showings work

You should come away understanding the practical side. Some homes need advance notice. Vacant homes can often be shown quickly. How far ahead you should schedule depends on the property.

This is also where working with one agent saves you time. If you want to see five homes and call five listing agents yourself, someone won't be available when you are, and you're driving back and forth or coming back another day. With one agent, you make one call and the showings get lined up in an efficient route.

Who represents you

The listing agent works for the seller. Their job is to get the best result for the seller, not for you.

Think of it this way. If you were in a legal dispute, you wouldn't let the other side's attorney represent you. Buying a home is the same. You want someone whose loyalty and negotiating strategy are on your side.

Ask about their offer strategy

Here's a question every buyer should ask an agent before signing: "If we end up in multiple offers, how will you help me win without just paying the most?"

A good agent will have real answers beyond raising your price. Be cautious about escalation clauses, which automatically raise your offer to beat others. They can work, but they can also reveal exactly how far you're willing to go. I compare it to playing poker with your cards face up.

The paperwork, explained

In Ohio, you'll see two main documents at this stage. The Consumer Guide to Agency Relationships explains how agents can work with you, and the buyer agency agreement sets out your working relationship with your agent. A consultation is the right time to go through both, ask questions, and understand exactly what you're signing.

You should leave with a plan

By the end, you should have a recap of what you want, what you can afford, how the process works, and what happens next, whether that's a home search set up for you or your first round of showings. Every good meeting leads to a clear next step.

If you're thinking about buying in Northeast or central Ohio and nobody has taken the time to do a consultation with you, we'd be glad to. Schedule an appointment with me or someone on our team at 21mike.com.

Want to see how we train our agents on this? Watch our Tuesday training on the perfect buyer consultation.

Mike Ferrante
The Mike Team at LPT Realty
www.21mike.com
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