And so goes the story for buyer's who don't have the edumacation for the real estate transaction process. Good stuff...and already featured before my comment!  WooHoo!

Hey Sally, you just reminded me that I need to add some of my other posts at the bottom.  I'll do it tomorrow. I am exhausted right now, Night Night!  :)  Thanks for dropping by, see ya tomorrow!

Yeah, people still get scared off by sales but eventualllt the consultative approach will win them over.

Hi Doug, I agree!  Thanks!

Stephanie,

Good stuff and great post and congrats on the feature.

As an inspector I see quite a number of these people. In many instances it ends up that selling, or buying, a house is a bigger job than they expected so they end up with an agent, or two or three, before they are done.

Thanks Neal, Hope you are having a good vacation!

Hi Steven, I see this too.  It's a shame that sometimes they pass up a great agent in the early stages and have to grab one in a hurry.  The relationship that can be built between agent and client during that time is crucial and sometimes underestimated.

I work with people like that all the time.

"I saw your offer for an information packet about the Knoxville, Tn area.  We're contemplating a move to Tennessee sometime in 2008 and gathering information on areas of interest to us. Thank you."

and another:

"I currently live in Southern California and will be moving to the Knoxville area some time this summer.......................................P.S. I have been using your website to look at Knoxville homes for the past several years."

The lady above even had a friend who lives in a city nearby drive down to preview a couple of homes for her.

I love buyers (or sellers) like these because they usually buy and they're very loyal if you'll just take the time to answer their questions.

Jim, you are so right!  Unfortunately I have not had any from my website though.  :)  Mostly calls on listings.  I love these clients.  When it is all said and done, even if it is a year later, it's an amazing event.  Truly happy clients. Thanks for all of that!  Fantastic!

Stephanie, I agree, homes are purchased based upon emotion.  Don't be pushy, be honest and helpful and you will succeed.

It is the reality of our chosen trade.

I love this one!  Very nice!

People are definitely scared of being sold. Sales people are everywhere on every corner - it's like we have to fight them off now.  I think you guys are right on though, just be there for the information they need - if they decide to stick around you're there for them - no way to tie them down.

I met someone the other evening and he gave me his business card, he owns a resturant.  When I reciprocated he gave me a deer in the headlights look....  LOL!  I told him, don't worry, I'm not going to try to sell you anything. 

Stephanie - What an excellent post.  You are so right that if you don't want something or like it...no one can SELL it to you.  Great premise and beautifully presented.

Have you seen the TV commercials for a national real estate company. The Realtor saids I do what a computer can't I sell the dream. That's what we do I think.

Well done Stephanie, and congratulations on being featured. I think it is often a situation similar to what we ALL experience - we are in store looking and, approached by the sale person, asked "May I help you," to which we inevitably reply "no, thanks, I'm just looking". While we may not specifically ask potential buyers and sellers that, we infer it in the way we approach. Finding a way to provide them with what they need at that point in time is far more effective and often leads to a relationship.

You are so right - no one wants to be sold, and you won't convince them to buy if it ain't right.

Jeff

Stephanie... you did ...Great feature

Stephanie... overcoming fear, not all, but some have it, is that process we all get to hurdle toward gaining trust. Once we've earned that, we've pretty much become a friend. Anytime for that is always the right time.

Thanks for your post, and I think it does make things easier when a prospect (pre-friend) understands we're in the information-giving business.

We give out that information any way we can and find it's best received in as "non-selling" an atmosphere as possible. We need to take the "sell" out of fact finding, so to speak. Recently we've had some success doing that by giving free real estate seminars to the public. There is no sales pitch, "list with me because we're the best" kind of nonsense in these seminars at all. We do the same thing with our Lake Tahoe Real Estate Blog, which also does not have any sales pitch to it either, other than the sub-text of becoming the information resource in our area to call. You might check it out for ideas you can make work for you in your market.

Thanks for your post, good information that causes thought, and I'm thinking of doing a post here quickly that has to do with the response you inspired. 

Stephanie - Terrific Post - Great information. Excellent perspective as well. Selling a home is not what I do either. I love your explanation.

This is a really good blog.  I am one agent who loves to set up those automatic notifications, so that you see when something new comes on right away.  It's great because if I'm in continuing education, or on an appointment and something new comes on, my buyers will still know right away.

What I like to tell my buyers is that I am more than willing to help them, and if they don't like anything about what I'm doing, they can always cancel representation and go to another agent.  There's no reason to be scared of us "selling" you a house.  Stephanie is 100% right - if you don't like the house, we can't convince you to buy it.  We're here to guide you, show you your options, inform you of anything you would want to know, and negotitate the contract.  We're a cushion, so you don't have to take a blow that you shouldn't have to, and when you have a good agent, it's amazing what we will do to make your dream come true.   :)

Like I like to say - "Get an inside connection - get a REALTOR"

I agree that if it doesn't feel right, there isn't anyway I'm going to be able to sell that home to them.  Many times I find myself in the position of talking them out of buying a specific home because I know there are probably better choices for them.

Stephanie- congrats on the featured post. It offers good sound advice!

Home buying is an emotional process. Homes sell themselves. If a person loves it, they have to have it. And that is when they need a professional because that person can remain neutral to get the job done right for them.

...... too many times we all hear that line,..... and if the prospect was honest when looking back on their transaction most would admit they wished they had a professional agent hired to help them at an earlier time.  Then, in almost all cases,  they would have saved time,money and stress

Hi Stephanie,

Great post and congratulations for being featured!

I'm surprised that you are surprised at- "I am surprised at the number of people that decline the offer." At this early stage it's normal.  People are trying to survive the experience.  We all have this in our DNA and it automatically kicks in.  People are only by from people they trust, and they don't trust you yet-it's to early in the process.  So, what they do is judge you, assess you, they try to figure out what's going to happen next in their minds and what you are doing as a Realtor is the same thing, judging, assessing them.  What a mess...and how most Realtors (or any human beings)are trying to recover from this in the moment- because it's uncomfortable and can be clunky is to turn on their selling skills!

So, think about this for a second...when a mortgage broker comes up to you and ask you; would you like some information about their rates(LOL-yes this still goes on) and their products?- what's your conditioned response and why?

Better yet, when you are at a party and a guy comes up to you and asks you to dance?-what is your conditioned response? (now you know how we guys feel, LOL).

So, at this point it's not about the house or you-help them to survive the experience-dance with them! (in the conversation that is-I had to edit this after I posted it)

Coach Steve

Our business is a lot about cultivating. Alas, I suspect the majority of the public see all of us as only being after slam-dunk sales. Those are nice when they come, but you can't just make them happen. 

Everyone that calls about a listing of yours is interested in doing something at some point in time. When you go on a car lot you are not bored you are there to buy a car however, our initial reaction is to say I am just looking. No different in Real Estate Sales. Yeah you are just looking to buy or sell a home...you need my help.

I would always explain to buyers how I do not sell homes, I am just lucky enough to have the keys to unlock doors to all these homes for you.

Great article.

You have written several things i really liked

[click]subscribe[/click] ;-)

Hi Stephanie: Since there are so many people who feel they are "bothering" us when hey! this is what we do! it really doesn't surprise me when I encounter resistance. In fact, I expect resistance at many different points in the process, even when I have all their information. Building a rapport and comfort level breaks past this and it seems to be a different process with everyone. If I can be accepted as a consultant, I can do my job and represent them better (and hopefully more than once!)

Here is the perspective of a non-agent.  I have purchased four homes in my life.  During the periods I am looking to buy, I call about every single house I see for sale, FSBO and listed.  I do this for several months so I can get a feel for the market. 

I do it at my pace.  I do it when I want to.  I do not have to set boundaries on what I call about.

Everyone one of the agents I have ever called during these periods has asked if I would like to receive information about similar listings and I have said no every time.

I get about 40 emails a day, the last thing I want is one more person doing their best to keep thier name and their listings in front of me.

What might work though is for the agent to ask if I have a couple of extra minutes to talk.  Then the agent would learn what I am doing and might be able to offer a some free advice and a custom solution for my shopping needs.

I have a new client that came to an open house recently that gave me that very response.  I engaged her in light conversation and gave her my card and an information sheet as she was leaving. 

Since then she has been pre-approved for a loan and we will be looking at property tomorrow.  I guess I put her at ease with the way I handled it.

Talk to them.  The best thing that can occur in an agent's day is to answer a buyer call.  Talk to them.

Wow, I just got in and so many comments!  I want to comment on Lenn and Daniel's real quick and then I'll get to everyone.

You both bring up great points.  I should have added that.  :)  I actually "interview" all callers first. It may be that they do not need an agent to begin with. Meaning, they are under representation with someone else, or something else.  I expect a certain amount of resistance as it is human nature to do so.  If I have nothing of value to add to give (advice, ideas, etc.) then of course they will not be willing to get more info from me.

Thank you Daniel for you comment. It brings up a valid point.  No need to offer information if we do not know what to give in the first place. :) 

Lenn, I'm a talker. :)  I can talk, talk, talk...  I really like the way you handle business. I can tell through your posts and comments. Thanks.

David- I agree, being pushy accomplishes nothing-especially when there is not need to be.  Thanks for stopping by.

Susan-Yes Ma'am! Thanks!

Ana-Thanks! Glad you dropped by!

Abraham- That is totally what I think too.  People want to know answers, not what designations an agent has, or anything else.  Respect is gained through time, not immediately. Thanks!

Chrystina- Don't you love it!  HaHa! That's great! Thanks for sharing that.  I use that same line. I won't try to sell you anything. :)

Marlene-Thanks! It is up to us to let them know that we handle our business that way.  They need to know we go off of emotion, not sales.  I agree. Thanks again!

Hi Dena! My tag line for my branding is "Opening Doors to Your Dreams".  I like what you said. :) I haven't seen that commercial. I guess I spend more time on AR than I do watching tv. I guess I have the AR addiction. :) Thanks!

Jeff- I actually think about that when I am in stores now.  I will give them a chance sometimes.  Depends on if I am really serious about buying and buying from that store.  Sometimes I really am just looking with no intention to buy.  Not all salespeople are SALESpeople.  That was an excellent point and Thanks!

Matt- Thanks! Glad you dropped by!

Gary- I have found that buyers that I work with stick with me not necessarily because I give information, but because I give HONEST information.  The face that we care more about their wants and needs more than wanting to give a sales pitch on why they need us speaks louder than words.  I have never even thought about telling that to a client.  No need.  Like I said earlier, it is about giving something of value.

I think you are right on!  Keep it up, and I will check out that link. Thanks!

Phillip- Thanks! I am glad to hear that you do not sell either.  :)

Let me know when you "sell" a home.  I still haven't done it, either.

Hi Joslyn- I am the same way with Buyer's Rep.  If they do not feel that I am doing a good job or whatever, I will not tie them to it.  I have never had someone complain about my service.  Well, I had a seller once, but I wasn't willing to buy Billboards to advertise an open house. I'm still not. :) True story.  Sounds like you do a great job with your clients! Thanks for the comment!

Tim- Oh so true!  Time and time again has his happened to me.  Just last week I convinced some clients to finish our tour and now they are thanking me.  They spent less $$$ too.  Opposite of what many consumers expect, but appreciate.  Thanks for stopping by!

Debi- Very good point and very well said. Thanks!

Chris- I hear that same thing too.  Thanks for bringing it up!  Great point!

Coach Steve- LOL at the dancing comment. :)  I won't touch that subject but you are right on about it being Human Instinct to shut down on a sales line.  I personally do take that dance with my prospective clients.  They are taking a chance with me, just as I do with them.  It is all about frame of mind and attitude.  If they can tell by your actions that you are out to help and not sell, they will appreciate that for many years to come.  I would love to know what you edited. :)

Justyna- Another great point.  Thanks!

Rory-  "just lucky enough to have the keys to unlock doors to all these homes for you."   AWESOME-I love it!  Let me know if I can use this line, please!?  :)  Great!

Thank you Tom! Much appreciated comment!

Irene- Very True.  Resistance is very normal. I just wanted to let people know that sometimes it is worth taking a chance.  They may pass up a great agent that is willing to do backflips and cartwheels to get them the best deal possible.  Thanks for a great comment!

Daniel- Thanks again for a great comment. It was much appreciated.

Randy- Congrats!  Not being pushy I have found is Great! Thanks!

Lenn- Thanks again for the comment. It was great!

Chris- You will be the first to know!  You might be waiting a while though! :)  Thanks!

Great post Stephanie! It's true, many people are just plain scared of being sold but, the fact is, a good agent isn't there to sell them. We're there to help them through each stage, no matter how long it takes. Very well stated points!

Thanks Ryan!  No matter how long it takes. So very true!

Stephanie - I see you got to the hard part of being featured - you had to get back to everyone.  Isn't it crazy how fast they pile up???  :)

Another great blog by Stephanie.  I honestly recommend that everyone subscribe to her blog. 

ou have read my mind. I have always said that what I do is not selling. What I do is assist in the facilitaion of a transaction and offer guidence when necessary.

Joslyn- Yes, that is the hard part.  :)  Thanks for the wonderful words!  Subscribe to Joslyn too!

Jeff- I agree.  No sales needed.  :)  Facilitate is a good word. Thanks!