When looking at potential home buying clients, it important to keep a few factors in mind. Most are going to start of with a drastically unbalanced sense of expectations. They are going to want to spend little to nothing and in return get everything. Instead of being quick to toss them aside: never going to buy, who do they think they are, how unrealistic can you get...., use this opportunity to speak honestly with them. They do not live and breathe the world of Realty. They probably do not study the market, and or really know just how much a little more square feet or an extra bedroom could jack up the price of a home.

They are about to make one of the biggest purchases of their live, and most likely will be living in that property for a long time. They want their dream, but of course would also like to fantasize about retiring, hence keeping some of that nest egg. This is where you come in, the Realtor, who knows the market. Talk to them about their expectations and how they can balance it out. How can they get near to what they want, but stay in their price range. Everyone starts out with high expectations, but then we need someone to bring us back down from the clouds to a more level environment.

People do the exact same thing when buying a car. Ask any car salesman. Buyers start out looking at what they cant afford, then they start looking at the practicality denominator with the salesman, and they figure out based on price and model, which car would be best for them. If car salesmen, dismissed every average class person who stopped to look at the hot new model in the store, they would never get any business, and never make commission.

Give it a shot and see what happens. Just maybe, you will notice an increase in your commission. What can it hurt to meet with them a time or two and see if you can bring them around. What is one or two meetings compared to bumping up your commission?