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YOU WANT TO CANCEL? NO PROBLEM...

It happened this morning.

A prospect emailed me canceling an appointment. After speaking with her family, she had decided against selling her home.

Whew. What a relief...

I am serious. It is a relief.

This must seem like a strange attitude for a Realtor who makes a living going on listing appointments.

But I love when an appointment cancels on me. Buyer? Seller? Doesn't matter.

I love cancellations.

Here's why:

Real estate is a tough sale. So tough I don't even try...

Clients must want or need to move. I am not talking them into moving.

Moving is a big deal. It's a life decision. Not something that should be taken lightly...

Roughly 75% of the time a prospect contacts me, they are not ready to move. They may be thinking about it. Kicking it around. Running the numbers...

But not really ready. So why go on those appointments?

I would rather save my energy for working with prospects who are ready. The other 25%...

So when I received the email this morning telling the my prospect wasn't ready, I responded:

Sounds great! I am ready when you are...

Ken

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Posted by Ken Tracy Realtor Naperville Illinois Real Estate on 08/03/2009 01:59 PM

Comments (12)

Working With Buyers and Sellers in the Sales Strategies / Tactics Channel

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Originally posted at: Ken's Naperville Real Estate Blog : YOU WANT TO CANCEL? NO PROBLEM...

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12 Comments on YOU WANT TO CANCEL? NO PROBLEM...

AUG

good stuff! exactly!

Ken - I could not agree more. I prefer to work with clients who are ready, willing and able to move!

makes great sence Ken. Have a great day.

I hear you.

Better now than after months of marketing the property and a month of getting into escrow to find out the seller is not as motivated as you thought.

Hi Ralph, Kevin, Jason, and Melissa. Thanks for stopping by.

When I was new in the business, it bummed me out. Now I look at it as a time saver.

I am not losing the client. Keep in touch. They will move eventually.

Thanks again,

Ken

It does sound strange but I agree with you, only motivated sellers need apply!

I know the feeling, I hate to be stood up why can't they call? I love working with clients who know my value and appericate me.

Ken. Hope you've been well sir.

How does she have all the information necessary to make a good decision if she hasn't met with you yet? Perhaps she cancellled because she erroneously thought she couldn't net enough in the sale of her home? Perhaps she has timing issues that you can resolve? Perhaps she hasn't taken into consideration that if she waits until next year to sell that rising interest rates may affect her homeselling (and if she's buying, homebuying) opportunities more than doing it today?

Though some will claim differently, I'm not advocating forcing people to sell who don't want to sell - far from it. I'm saying we should give the consumer all the pieces to make an informed decision and THEN let them tell us they don't want to sell if that's the case.

Hi Ken ~ Another benefit of a cancelled tour - my coworker ended up buying a fabulous house - a buyer cancelled last minute, she decided to go on the appointments she had set up, and one of them was an awesome house which she promptly bought.

Liz