
You're looking for a midpriced, two-bedroom Colonial, and she's
showing you break-the-bank four-bedroom Tudors (that is, when she's
not ignoring your phone calls). Barbara Corcoran, chairman of the
Corcoran Group, a New York City-based real estate company, shares
these tips for breaking in your broker so that she gets you and
gets you what you want.
Ask to be her first priority. "The fact is, a broker has only
about five customers she really focuses on at one time. But you
want to be called when the hot listing comes up in the hot
neighborhood. By asking for it up front and putting her on the
spot, you'll be much more likely to have her work hard for you."
Test her listening skills. "Ask the broker to repeat back to you
the property she thinks you're going to buy and the price range it
will fall in. You want to make sure she's really paying attention."
Be honest about what you don't like and why. "When a broker
understands why you dislike something, she is going to better
understand what you like."
Pledge your loyalty. "A broker will kill herself for a person who
is loyal. She knows you're a sure sell. And what's more valuable
than that?"