Larry, a top agent, shared a story with me that's worth repeating.
Larry met Ted and Sandy at an open house.
He could tell the moment they walked into the house that the couple loved it. They didn't hide their excitement from Larry. They walked from room to room bubbling with excitement as they talked about how their furniture would fit in each room. Larry, a good consultant, knew these people were ready to buy the home, so Larry suggested that they go ahead and buy it. They did. For Larry, it felt like it was too good to be true.
It was.
After Larry went through the process of getting the contracts signed, Ted and Sandy backed out during the three-day Right of Rescission clause. The problem? Ted and Sandy talked to some friends who suggested that they look at more homes than the few they saw that day.
They experienced buyer's remorse.
Larry asked me what he could do differently the next time something like this happened. Here is my coaching to Larry and you.
Magic Words
Immediately after they sign a purchase agreement, look the client in the eye and say, "I've got this contract here and I'll rip it up right now if you want me to.
"I know that you might talk to people who are going to say, ‘You bought a house, why did you do that?' or, ‘You should have waited' or, ‘Real estate is not a good investment.'
"It's likely that after today, you will encounter people who suggest that you made a poor decision.
"If you don't want to buy this home, I will tear up the contract right now.
"I need to know that you want to buy this home and that you are sure you want to do it."
When they insist that they want to buy, you erase remorse because you had them defend the decision they made, which deepens their commitment to what they are doing.
Also, if they change their mind after just a few suggestions you make now, you can count on them changing their mind when they talk to family, friends or neighbors.
So it's in your and their best interest to discover if they really have made a clear decision by using this "Remorse Remover Script."
Consulting is about helping people make wise, effective decisions, then sticking to their game plan once they have chosen a clear path.
When people make quick decisions, the chance of their quickly having remorse is greater. So when a person makes that quick decision, you know it's in their best interest use the Remorse Remover Script.
On Your Team,
www.MyByReferralOnly.com
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