Don’t Just Be An Order Taker – Be a Closer
Sales is a tricky business at times. We get caught up with showing properties to our buyers and pointing out all the great features, but we can’t forget to ask for the sale.
We were out yesterday with a client who is desperately looking for a home. She loved one of the homes we showed her and she was pointing out the great features to us.
She looked at me and told me she really liked this home and what should she do. I told her if she liked then others probably liked it too, so let’s write an offer. She looked at me a little confused and said “Really, we should put in an offer?”
I told her the home met all of her requirements and she really liked it so why let it slip away to another buyer. Once she realized that this was the next step she should take, she actually got excited. She couldn’t wait to write out the earnest money check and talk about how much to offer on the home.
I told her if she really wanted this home, to offer what they are asking, but she wasn’t quite that excited. We are submitting a lower than asking price offer and hoping for the best.
If she doesn’t get this home, I will chalk it up to a learning experience for her. She found the perfect home but still wants a deal. Maybe the next home she will see that she needs to offer full price if she truly wants the home. But who knows. I have all of my toes and fingers crossed that this one will go through.
The point is, that sometimes we forget to close the deal because we are distracted with everything else. I would rather write contracts than be a chauffeur showing home after home.
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