Erica Sprague is a Realtor with Keller Williams Realty working in The Woodlands, Texas.

Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Erica Sprague, a Realtor with Keller Williams Realty. Drawing from her unique experiences, she shared with us her advice for working with with move up homebuyers.

4. Have the buyer(s) create a “Firm 5” list. These are the five must have items that they need in a home. When you are viewing potential properties make sure you discuss with them before viewing whether the home meets the “Firm 5” criteria or not. The “Firm 5” can be modified as you work with the buyer(s), however, it serves as a simple and powerful way to keep the buyer(s) focused on what they said they need.

3. Make sure the buyer(s) understands that when they are moving to a bigger home; not only will the monthly mortgage payment be higher but the utility costs will be greater as well. It will also cost more to maintain the home in general. Go over these items when the buyer is trying to determine their ideal price point, so they don’t end up over their heads later on.

2. When a buyer is moving into the luxury price point, make them aware of more comprehensive insurance options that are available to them.

1. Thoroughly review the home purchase process with your buyers. It has probably been several years since these buyers have purchased a home and things have changed. Help them understand what to expect at each stage so they are not caught by surprise.

A member of the Agent Leadership Council and Realtor with the Keller Williams Realty team for more than four years, Erica Sprague has built a reputation as one of The Woodland, Texas area’s top producers.