"Get Off the Fence"
Did you see the movie Date Night?
There was a hilarious scene where real estate agent Claire Foster (played by Tina Fey) is talking to potential new homebuyers, and she is explaining that the home they are looking at was listed for something like $1.8 million, but has been reduced to $250,000. Just $250,000!!
The couple says something along the lines of, "Well, we think it's going to come down lower, so we're going to hold out." And you can just FEEL Claire’s internal emotion of, "YOU'VE GOT TO BE KIDDING ME!" as she politely mumbles some words about that being a really, really great idea.
Does this sound familiar? These days, you may have found yourself in a similar situation when talking with clients about making an offer…or even getting off the fence to buy a home. Despite the fact that many homes are being offered at phenomenally, historically, amazingly low prices – with incredibly low financing rates as well – there are still some clients who to want to "hold out" for that better deal that they are sure is coming soon.
The next time you find yourself in that situation, consider using this simple but highly effective script:
I once heard a pilot say that he'd rather be on the ground wishing he was in the air...than in the air, wishing he was on the ground. And similarly, it sure is a better feeling to be in the home of your dreams at a great interest rate, even if rates or prices dip slightly from present levels...than to have sat on the sidelines during this truly remarkable time, and watch home prices and home loan rates drift higher – which they inevitably will – and know that you missed the opportunity of a lifetime!
Something to think about....
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