Today's buyers are more skeptical than ever. One minute they're hot and ready to go and the next minute they back off. Hot to cold. We are seeing a computer (home buyers mind) overloaded (too much information) and can't determine what's next. We have to be their virus protectors. After you have gained their trust and know what they want, and finally find the great property, simply pull out your offer to purchase and ask them when they would like to take possession. Then begin writing. There is no discussion for price. And you had better have a pre-approval letter before showing anyone a home for sale. That's just basics. I know this sounds over the top to many but think about this for a second, these people are already too full of information. Now you want them to think about if they want to buy this property and how much they want to offer. TILT! If they back peddle, let them know this property might not be here when they decide to make the offer, so it's up to them. There are all kinds of scenarios we can use, but they have to know we are on their side and just by the sheer thought of them buying a home in a market of uncertainty, when prices are way down, interest rates are at all time lows, and don't forget, the 1st time buyer tax credit. Heck, in a few years from now they will be perceived as a genius. And everyone else will be thinking they should have jumped on the home buying train too. If these buyers go from hot to cold let them be. Little subtle suggestions showing them the pain of losing verses the gain of winning goes a long, long way. Sure this is part psychology, but if we don't help them who will. We don't ever force or use unethical tactics. We are on their side and they have to be shown to trust us in advance. It may take awhile,but I don't see many markets around the country that are hot right now. IOt's time to re-tool our skills. Back to basics. And no pushing.
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