Tere Shelton Bernace is the broker and co-owner of Shelton and Stewart Realtors.
Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Tere Shelton Bernacé, broker/co-owner of Shelton and Stewart Realtors.
7. Show below and above price ranges so your buyer can form their own opinion of value. (Doing this will also complement and reinforce the comps you provide.)
6. Never make the buyer feel rushed or pressured on time. Take it as slowly as necessary. Let THEM set the pace.
5. Provide property, market and neighborhood information, but don’t try to convince them of anything. They will form their own opinion.
4. Let them know you know their time is valuable. (And so is yours!)
3. Be mindful of what they tell you they want, but also make suggestions that may vary from what they have said they want. Luxury buyers frequently purchase homes that are totally different from what they originally thought or said they wanted.
2. Everything is relative. Do not underestimate the value of any incremental dollar amount just because your buyer has a multi-million dollar purchase budget. Do not be dismissive of extra costs or outlays just because it may be a small amount relative to their purchase. Let them know you appreciate the value of (their) money.
1. Let the buyer know that your main objective is not your commission, but rather helping them find the right property and promoting a long term, repeat business relationship.
A Master Brokers Forum advisory board member, Tere Shelton Bernacé was born and raised in Miami. She joined her mother, Teresita Shelton, more than 10 years ago, following 14 years of international banking with Barclays Bank, PLC as a director for the Andean, Panama and Southern Cone regions. She obtained her real estate license and a broker’s license in 2002 and 2003, respectively. She is a graduate of Yale University, with a bachelor’s degree in Art History, as well as the American Graduate School of Global Management, with a master’s degree in International Management.