potential buyer we need to be ready to respond to any number of situations .
We are building this relationship from scratch to develop rapport and trust as quickly as possible because we know we may soon find ourselves in a negotiating position .
Naturally , a buyer will be wary and guarded . They will often be reluctant to part with much information until they can establish the basis of a trusting relationship with the agent .
Typically , buyers come into the market for a length of time and undergo a period of research with their buying options including the location that most interests them and the type of property that best suits their needs .
67 .