BY DAVID C. SWANSON | Have you ever heard the phrase, "Buyers Are Liars"? Yes? Agents have used this term for as long as I have been Hawaii licensed. In fact, before I bought our first house back in the 70’s, that saying had been kicked around from both sides of the Atlantic Ocean to the Pacific Ocean. As a consumer of real estate, I was labeled that dreaded three letter word. Ouch! I never expected me of all people to be tagged as one of those!

Sometimes, buyers are not clear about where they are in the buying cycle. Buyers get nervous especially with large money investments being on the table. Timing is everything. All the buying conditions must be right.

As an agent, I have been left out and disappointed when a buyer just cannot make up their minds. I have to admit that it is an emotional letdown not to get a contract signed and open escrow. Buyers are smarter today with more knowledge. It is critical to understand what your buyer is trying to do when they come over to the Big island and meet with you.

Never assume anything today. Buyers coming to Hawaii and our Big Island have done their homework before the plane lands at Kona International. They have searched the net. They have read blogs, chatted and been online getting as much information as humanly possible. They are ready! Believe me they are not liars! They want deals and want to make the most of the present declining real estate Hawaii market.

Buyers need us, real estate professionals, to discover their needs and wants. Buyers also need our guidance. Patience is a must. It is my opinion that buyers may act that they know everything about purchasing real estate, but may be out of practice or not familiar with Hawaii and the process. Therefore, be prepared.

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