It's time for work. Anything in this life worth having is worth working for. At times the Client relationship is much like our own relationships in life. Relationships are work and I mean hard work. It's a matter of give and take and requires attention each and every day. Have you just executed a contract on a home and you feel your job is well done? Maybe it is but you are not done yet. If you quit too soon you can lose the deal.
Why?
Well, remember the old saying, "Cold Feet?"
It is not recommended to sign the documents and then set your ride on cruise control...you might have a wreck.
Each and every day for a new Buyer is a roller coaster. Emotionally, financially, and physically. Put yourself in their position.
Sit and look at yourself in a mirror and ask yourself these questions:
Do I want to move?
Do I love the house?
Can I afford the house?
What if the house has problems?
Did I make a hasty decision?
Is the drive too far?
Is the school right for the children?
Can I live with the small bathroom in the back?
What if the bills come in higher than anticipated?
Did I look at the taxes right?
What if I lose my job?
If I wait can I maybe get a lower interest rate?
I wonder if I'm paying too much for the house?
I wonder if my current house will sell?
Do I want that house enough to go through this?
Should I have waited to see what else comes available?
Am I a nutcase for doing this?
Did that Realtor hypnotize me?
What did the house look like again?
Why did I like the kitchen?
Do I really need a larger home?
Should I cancel this deal and wait?
What were those closing costs again?
What am I doing? Who am I? Why am I?
Where am I?
This place isn't so bad...
I have lived here happily, right?
Why do I have to put myself through this?
What did I like about that place anyway?
Maybe I just bonded with the Realtor?
The place I'm in isn't so bad.
I kinda like it.
Maybe now is not the time to do this?
Maybe I should wait.
I don't see any reason to move anyway!
What was I thinking?
I don't want to move~
I will call the Realtor tomorrow~
Man, finally I can sleep tonight....
Yep, I quit.
Tomorrow.
I feel better now.
"WHEW"
I almost bought a house!
"WHEW"
Now, these and many other things are running through your client's minds. You should pick up the phone and touch base with them each and every day. You need to be there to help them through the insecurities of a new home purchase. It's no small thing. Visit with them. Let them talk and help to bring them back to the reasons they wanted a new home anyway.
Remind them of the quality's of the home that attracted them in the first place. Answer any questions that they have hanging in the wings. You have become a Mentor and you do have a license to do so.
If need be, and your clients come up with too many doubts then have them meet you at the home again with the recommendation that you discuss the move and address the questions at the home. Give that refresher course.
I wonder how many people have backed out of a home sale just because the Attraction Waned with too much fear and the proverbial "Cold Feet?"
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