Don’t Just Be An Order Taker – Be a Closer

 

salesSales 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.

 

 

 

Belinda Spillman
Aspen Lane Real Estate
Metro Brokers Marina Square
(303) 884-2026
www.BelindaSellsColorado.com

Belinda1126@hotmail.com

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14 Comments on Don’t Just Be An Order Taker – Be a Closer

JUL
19
569,544 Points 1 Featured Post Localism Sponsor Outside Blog

Hi Belinda,  I see such a huge difference between agents who have sales training and those who don't.  Good luck with your offer.
8:23am • #1
591,070 Points 58 Featured Posts Outside Blog Called Shot Master

Hi Belinda -- asking for the order in sales is crucial.  I sometimes wonder if some buyers think they are looking at homes when the goal is buying a home.   So are we buying a home today?  Did you bring your checkbook(actually, I don't use this line anymore as a buyer can have their earnest money deposit sent electronically)?   I'm not telling you to buy this home but what do you think of it?   This home has all of the things you say want -- what other features do you want so you can move forward?   
8:26am • #2
8 Featured Posts Outside Blog

Way to play your part Belinda, you can lead a horse to water but can't make it drink. At least you went for the close, here's to hoping it works out!
8:50am • #3
587,013 Points 46 Featured Posts Outside Blog Called Shot Master

Good job getting an offer in and hope it works.  Keep us informed.  At time buyers can be like a kid in a candy store and get off track.... Our job is to keep the focused... easier said than done at times.

 
8:52am • #4
1,445,266 Points 26 Featured Posts Outside Blog Called Shot Master

It is best not to sell past the close.  Best wishes for a successful transaction.
10:15am • #5
1,520,303 Points 112 Featured Posts Localism Sponsor Outside Blog Called Shot Master

It's the ABC's of sales, Always Be Closing.  We aren't taxi drivers.  We need to ask for the sale.
10:23am • #6
1,520,303 Points 112 Featured Posts Localism Sponsor Outside Blog Called Shot Master

Featured in the group:  BARTENDER, MAKE IT A DOUBLE.
10:24am • #7
340,607 Points 8 Featured Posts Outside Blog Called Shot Master

Some people just enjoy the looking process so much, they don't want it to come to an end.
4:45pm • #8
639,542 Points 53 Featured Posts Outside Blog Called Shot Master

Chris Ann,  Thanks for featuring me in Bartender Make it a Double.  I love it.

Bill,  Luckily my major in college was marketing and this was one of the basic classes.

Michael,  It is good to get a pulse on what they are thinking.  If we don't ask, they won't tell us.
6:13pm • #9
639,542 Points 53 Featured Posts Outside Blog Called Shot Master

Eric,  Hopefully the offer goes through.  She was so excited once she made up her mind to buy it.

John,  Sometimes its like herding cats.  And try doing it with a business partner who doesn't operate the same way.  Lots of cats....
6:14pm • #10
639,542 Points 53 Featured Posts Outside Blog Called Shot Master

Roy,  Very wise advise.  It is good to know when to close our mouths.

Chris Ann,  With the gas prices - the last thing I want to do is be a taxi driver with buyers.
6:15pm • #11
334,602 Points 7 Featured Posts Called Shot Master

Good job Belinda.   Some times a buyer needs to be gently lead in the right direction and sometimes they need a push.  Good luck with your offer.
11:15pm • #12
JUL
20
899,463 Points 35 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Definitely ask for the sale. That's what we are out there to do. Sometimes buyers don't seem to know when they have found the perfect home and we need to give them a gentle nudge.
9:16am • #13
JUL
24
653,357 Points 70 Featured Posts Outside Blog Called Shot Master

I've never been a big fan of asking for the sale.  My experience has been that when we find the right home, the buyer knows it's the right home, and we write the offer.  My two cents.  Good luck to you!  
5:42am • #14


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