Canada,” in June 2015, focusing on home buyers and profiling key aspects of their decision-making process, including financial parameters of their decisions. When it comes to house hunting, considerations of homes, and making offers, the three groups of buyers surveyed reported that they visited, or considered, an average of nine dwellings. “One-half of them considered from one to five dwellings, one- quarter considered six to 10, 10% considered 11 to 15 dwellings, and the remainder (about 15%) considered more than 15. Most of these buyers made very few offers to purchase: 68% reported making only one offer and only 2% made five or more offers. On average, the buyers made 1.5 offers each” (CAAMP, 2015). Let’s look at how the typical process works. An agent has a potential buyer who would like to buy a three-bedroom/two-bath house in a specific area. First, this agent prints out every listing that matches the buyer’s criteria, including a few close matches. These houses might not have two full bathrooms, or they might be slightly over budget. She then takes the client from one house to the next. The buyer will see many houses, but, in most cases, won’t be interested in any of them. Nothing has that special something they want in a home. This leads to wasted time, both for the buyer and the sellers they visit. Most buyers end up touring 20–50 houses before making a purchase. If the buyer visits 30 houses, and each seller takes three to four hours per showing, that buyer wastes 90–120 hours of his and the sellers’ time. Many hours could be saved if real estate agents and sellers learned how to qualify buyers ahead of time. Buyers could then
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