When Should The Pursuit Of a Sale End?
More and more I find that homeowners are interviewing agents before they decide whom they will choose. We all go out with our best foot forward hoping that the sale will become ours and that we don't make any mistakes. It helps if you're working with a well known agency or organization but, you still have to promote yourself in a way that makes them feel very comfortable.
On The Carpet
They have already interviewed Realtors before you and are making definite comparisons. Once you've learned to read the signs, which you should after so many presentations, you begin to know how far you need to go to capture the sale.
Executing the Sale
I have found that being yourself and building rapport in the beginning is the first important step. Then you have to give them all that you can to build their trust, this means information that let's them know that you have the knowledge and experience to take them to their goal.
Could be a Loss
Sometimes it doesn't happen even with all that is said in the previous paragraphs. There are reasons that are beyond our control. I won't go into them here, however, when you realize that you've done your best in the presentation and they seem to sit there with a look of doubt, don't feel you need to push further for the sale. It's sometimes difficult to guess why a sale is not going to be realized but, if you know you did your very best, then that is all that can be asked of you. Trying to persuade past the point when you think they are not being receptive won't gain more ground. Not all of us can capture a sale even though the listing seemed promising.
Ann Gravel, Realtor, E-Pro
Pat Bennett Realty, Plaistow, NH