"looking for advice"

Do a 'Ben Franklin' close and show them now is the only answer.

Agi, I would start by asking them what their long term goals are. How long do they plan to stay in their next home? Are they looking for an investment property or a home to live in over the years? Or maybe both? If they are trying to time the bottom of the market, they will never be able to....one never knows where the bottom is until it's over and on it's way back up!

I just let them know that everyone who has ever made money in real estate have bought lower than their sell price. If you could ever time the buying correctly you'd want to buy low. We've not had a buyers market this good since World War II.

You are asking the wrong question.  Instead of asking "How to motivate someone who's not?" you should be asking "How do I find  motivated buyers?"

I have always tried to qualify potential clients (leads or prospects) for motivation and money.  It is my firm belief that we, as salespeople, cant provide either one for our clients and that we are wasting our time if we try.

Your time is better spent looking for a motivated buyer than trying to motivate someone thats not.

I just stopped by to welcome you to Active Rain. I hope that you find it a great benefit to your business and that you see the value that I have also found here. I am from Charlottesville Virginia and using Active Rain has really increased my business!

My main blog on Active Rain is here: Charlottesville Real Estate Blog, not the link at the bottom of this post.

I hope you will look into the many groups as there are some great group both local and broad based,....

enjoy!

Hi, welcome to Active Rain. I like what Ron said. This is so true. I constantly speak to prospects / leads, etc who are time wasters because they're not genuinely serious about buying. Keep fresh prospects coming into your pipeline and get a "yes" or "no" from your other prospects who have been wasting your time with a "maybe". 

Explain that even if interest rates lower if the prices start to rise, they will end up paying the same that if they purchase now. The only difference is they won't get the tax break on their taxes next year if they wait and if interest rates rise as well as housing prices then double the amount they are paying for them waiting.

Welcome to the rain and I think the knowledge you find here will just amaze you!

Hello Agi,

Welcome to Active Rain and congrats on your first post! The opportunities to learn and network are incredible here. Best of luck to ya!

-Keith

Agi - Welcome to the Rain, make sure that you browse the site and become familiar with everything this site has to offer.  The more you browse the more you will learn.  I have found this site to be really helpful to me.  If you have any questions, please don't hesitate to email me, I will do whatever I can to help.

http://www.doreneshirley.com/