There's always a real fine line in working with buyers.  At least to me there is.  Like the Kenny Rogers song goes..."You gotta know when to hold 'em, know when to fold 'em, know when to walk away, and know when to run".  I maybe should have run.

The line that we face day in and day out as Realtors(r), is knowing just how far we can push, without seeming, well, "PUSHY".  And I hate to even use the word push because it brings to mind the stereotypical salesperson image.  Sometimes though, whether you like to admit it or not, Mr. and Mrs. Buyer, you DO need a push.  There is always a certain amount of fear involved in the purchase of anything.  My job is to break down the fear, answer the questions behind those fears, and yes, help nudge you to make the jump.

So pushy is a strong word.  Lets say nudge.  What I cant figure out at times though, is if I nudge too much or not enough.  Case in point:

I did an open house about a month ago, on a terrific listing here in Eaton Ohio.  Not my listing, but my brokers.  I volunteered to do the open house and was so glad I did.  Non stop activity the whole two hours and some great new buyers.  Including one who was interested in that house.  We kept in touch, and about a week after the open house, she called and wanted to take a second look.  Awesome! 

We take a second, better look at the house, and I get a list together of questions that she has, and get those answered for her.  A few days later, she asks if she can bring her daughter there to look at the home.  At this point, I try a little nudge.  WHY NUDGE?  Because the house is going to get a $10,000 price reduction and as soon as it does, this sucker will be gone.  I know it.  The listing agent knows it.  And NOW my buyer knows it.  We look again.  I answer more questions.  A few more days pass.

NOW she wants her son to see it.  I have to put my foot down now and ask if she has her finances in order or should I have my lender call her?  No, buyer doesn't want my lender to call.  Buyer will call her.  Uh-oh.

Here I am, back at this house again, showing it again.  To the same lady.  Again.  And I ask if she has talked to the lender yet.  "No".  Uh-Oh.  This time I have a contract with me and I ask her if she would like for me to go over it with her, so she can see how it is laid out and maybe put her mind at ease a bit.  She is a first timer, and I understand the fear that comes along with that.  So we go over it, line by line.  I explain it all, so she can see that as a purchaser, she is extremely well protected and has the right to inspections, time to obtain financing, all that good stuff.

I dont push, but yes, I do nudge.  She is IN LOVE with the house.  Kids love it.  The dog loves it and he hasn't even been there!  She has placed her furniture in every room.  She knows just where the swing will sit outside.  She is picturing herself curling up with a good book in front of the fireplace.  She WANTS this house.  And she is scared.  So I nudge.  I answer questions.  I tell her that there have been many showings on it, which there have.  I tell her the upcoming price adjustment will sell this house, which it will.  But, how hard can I PUSH?  How hard should I PUSH?  After 4 showings, endless questions and answers...when is enough, enough?

Apparently today.  Because as I checked over the office book today to see what had happened over the weekend, I notice two things.  First, the price did go down 10,000.  Just like I was told it would.  Just like I told the buyer it would.  And Second?  The house had a showing, and an offer was made and accepted.  My buyer lost her dream house.  So you tell me, should I have PUSHED?  The nudge didn't do the trick.

Kelley Weimer

a house "SOLD" name!

www.buypreblecounty.com

www.kelleysellspreble.com

Professional Real Estate Services for Preble County Ohio and beyond; including Eaton, West Alexandria, Germantown, Brookville, Lakengren, Lewisburg and Camden.