This article was written by David Proch-Wilson, Buyer Specialist on The Andersen Team.

I was recently asked what was the single most important factor in the process of purchasing a piece of real estate. While there are many angles from which to come at this question, the single most important thing that overrides all else in my opinion is confidence of the buyer.

While all agents like to believe that buyers rely on them for their opinion, skill and expertise in searching and negotiating, it is my experience that buyers will not make the right moves, including freeing an agent to negotiate on their behalf, unless they are confident in their decisions. That said, it is incumbent upon an agent to supply clients with knowledge that allows them to approach the purchase transaction with confidence. This cannot be accomplished simply with the provision of data and current sentiment (this house wont last long) as these things in themselves tend to confuse and bring angst to the process. Rather one must steer the client to experience and learn for themselves with both provision of data and current trends, and with concrete experience.

It is rare that a client purchases the first house on which they place an offer in today’s market. Like learning all skills, one must fail a number of times while perfecting the action and in doing so approaching that confident level of knowledge that allows a client to pounce when all of the elements come together. Agents should supply a route to readiness, including those moments on which a buyer falters. Failing to do this will only result in exasperation on the part of both the buyer and the agent.

There is no condescension in this statement. Buyer and agent start from a different place and while they will never be in the same place, it is important to bring their positions towards one another in order that they both approach a transaction with confidence and conviction. Approach it as a sharing process instead of an education process and watch what happens.

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