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Working With "Scared" Buyers...
I Think That Just About Every Realtor has had a Buyer Who was Concerned about Something, had Questions about Going Ahead with Her Purchase, or... Maybe She's Was Just Scared.
What do you do when a buyer is just plain "scared ?"
Try this:
Let's call our buyer "Michelle."  She was thinking about making a commitment on a home.  She had been looking for several months.  Michelle had seen perhaps twenty homes so far.  There had been two homes she has absolutely loved, but ended up not making an offer at first.

Of course, she hesitated.  She had "concerns."
It is very natural to have concerns, but sometimes a buyer just comes up with whatever they can to "slow down the buying process."
By the time Michelle calmed her fears... by the time she decided there wasn't anything to be concerned about... by the time she finally called me to submit an offer... both of the homes were sold !
The next time she was hesitating about "going ahead" Michelle came up with another "fearful concern." 
This time she thought that the back yard was too large for her to take care of.  Michelle said to me... "Karen Anne... if only the back ... more

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