Don't Believe What They Say.....That Is If You Want To Succeed

Don't Believe What They Say.....That Is If You Want To Succeed

 

"We aren't ready to move"
"I'm just looking"
"I'm not ready to really see any homes yet"

These are just a few of the comments I heard from some recent buyers.....before we closed. That's right, they didn't want to see homes, they were completely comfortable "just looking" on the Internet. I guess they thought that the right house would just jump out at them through the computer screen and then they could buy it...rather like an Amazon for houses?

It doesn't work like that.

So, the question is how did these buyers end up buying? Because when I had them on the phone, I didn't believe them. The fact is that consumers are afraid of us....yes, even those of you who like to call yourselves "consultants." We are the scary sales people who might force them into buying.

The "trick" is to recognize someone who is truly not ready from one who is just afraid to open up. This can be very hard to do on the phone, but typically if someone is willing to get into the car with you, they are interested enough. So...how do I get these people into the car? I just ignore what they say about time frames and often motivation.

When a potential client tells me that they aren't ready to buy....I immediately agree with them. "I think you are wise to take this slowly....see things and wait for the right time for you and your family." This releases the pressure. We are on the same page...someone who agrees that taking time is important. And you know what?

I'm not lying!!!

A good salesperson wants to help a consumer find the right situation, not just ANY situation. Why? because that's how we build a reputation for excellence and expertise. I believe strongly in a pipeline. Nurture buyers who want to buy now, and those who want to buy later. Trust me....they will come to you. But first, you need to meet them...make that contact. So when they say they don't want to meet and see homes, I assume that's a lie. Afterall, they are still on the phone with you, aren't they?

 

 

 Karen Fiddler
Broker/Associate
The Fiddler Realty Team/eVantage Real Estate
Lic # 01494165

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