Some buyers are very green when it comes to purchasing real estate. Some believe they are experts in the field. Many are confused. A few scared. Others are incredibly stubborn. Regardless of their real estate experience, it’s up to you to guide them.

As their real estate agent, you are there to help them make the right decisions so that they stand a chance in a highly competitive housing market. Don’t let your customers make mistakes that could hurt a sale and their dreams of home ownership. Make sure they avoid these four common mistakes homebuyers make in a hot real estate market.

1. Neglecting to understand the market

This is especially the case for customers moving from more affordable markets to more expensive markets. They expect to find comparable properties in size and budget, and are often disappointed when they don’t. Other customers think they can take the time to find their dream home because they don’t understand how quickly properties move.

Spend a lot of time educating your customers about the realities of a popular seller’s market early on. Explain why it is the way it is and what strategies you can use to find their ideal property.

2. Let Despair Guide Their Actions

Acting out of desperation is one of the biggest mistakes home buyers make. In a competitive housing market, buyers must be prepared to act quickly. However, when their desire to buy a specific house – or just a house in general – overrides their logic, they can make very bad decisions. They may overpay, commit to unreasonable closing deadlines, waive inspections and assessments, and more. Keep them in check by explaining that other houses are becoming available. Remind them that they don’t have to blow their budget or forfeit their original buying strategy to find a home.

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3. Hesitating to make an offer

Real estate moves quickly in a hot seller’s market. That’s why hesitation is one of the worst and most common homebuyer mistakes. Buyers who delay bidding because they want more information, or because they think something better is coming along, often miss out. While buyers shouldn’t make too many concessions or act without thinking, if they find a property they love, advise your clients to act quickly. Otherwise, they risk losing it to another bidder.

4. Paying too much for a house

Overpaying is also one of the most common mistakes home buyers make in a hot real estate market. In an effort to compete with other buyers – or simply because they’ve fallen head over heels – buyers may throw away their budget (and common sense). This can lead them to spend too much money on a property. They may end up buying a house that they ultimately cannot afford. Some buyers spend so much that they are quickly submerged if the market collapses or even falls just a little. A bad decision now can cause a lot of pain in the long run.

Strongly urge your customers to set a maximum amount they are willing to spend. Advise them to consider both their budget and environment comparisons. When they step out of their comfort zone, remind them why they set a limit in the first place.

Help your customers avoid the biggest mistakes home buyers make

Remember, this job isn’t all about collecting a commission on closing. It is your responsibility as a reputable real estate agent to coach your clients and help them avoid the most common mistakes home buyers make, especially in a hot real estate market. The decisions they make now could haunt them for a long time to come. So take that responsibility seriously. Your customers will thank you for it.