The spring selling season is upon us, and while it’s traditionally the busiest time of year for real estate, this spring promises to be even more competitive than usual—particularly for first-time home buyers. With ultra-tight inventory and continually increasing home prices, it’s imperative that your buyers be ready to make an offer and move forward on a purchase contract at a moment’s notice.

“Beyond educating your buyers about the realities of current market conditions, it’s helpful to counsel them through the ‘identifying wants versus needs’ process—ideally before they start viewing homes and become overwhelmed,” says Lou Nimkoff, CCIM, CPM, president of the Orlando Regional REALTOR® Association in Orlando, Fla. “There’s no time in a tight market for leisurely decision-making or waffling.” Nimkoff offers these tips for making your buyers the most prepared they can be.