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When They Won't Pull The Trigger Maybe The Agent Needs To Take A Shot

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Services for Real Estate Pros with RE/MAX Executive Realty - Happily Retired 104763

How gentle should a buyer’s agent be with buyers?  This is business, and that often needs to be a “hand holding exercise” but how long should that continue?  If there are no hidden issues and the buyers are truly qualified to purchase a home, my thoughts are to “take the kid gloves off.”  You don’t need to replace them with boxing gloves, but sometimes a “push” in the right direction is what’s needed. 

At some point, the pain of spending precious time with buyers who do nothing more than soak up your time becomes overbearing.  Reality must set in with those buyers or cut them loose.  To find the right property for buyers and listen to them creating reasons why it is NOT the right property is ludicrous.

It’s time for a reality slap at that point.  Working with those buyers is not a productive task, if they are passing on the right home.  They are obviously too frightened to make the move and/or not comfortable financially.  If you are able to determine the honest reason, the clients may have hope.  If not, cut them loose and on to the next one.

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Barbara Todaro, Great Grandmother to Caleb, Santino, Aiden and Gianni       

Todaro Team - Retired

508-918-9148

               

             Copyright © 2009 - 2021 Barbara Todaro

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Comments (110)

Fred Van Allen Lincoln Park Pomona Real Estate
First Team Real Estate CHRISTIE'S - Pomona, CA
Green, Classic Architecture and Vintage Homes

Initially so as not to sound 'pushy', I have used "may I present an offer to the seller on your behalf?"  Then you can start with the probing, serious, why's and wherewithals.

Sep 08, 2014 09:10 PM
Andrea HoffDomin
Florida Dream Homes Realty - Fort Lauderdale, FL
- in Real Estate always on your side!

Sometimes we need to be consequent otherwise we will lose money instead of earning it. We all are in the business to make money and not otherwise.

Sunny greetings from Fort Lauderdale, Florida

Sep 08, 2014 10:41 PM
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

The should I wait question is always there...having been through 3 real estate cycles in my 30 years...I can easily advise...now is the time, don't wait.

Sep 09, 2014 01:06 AM
Mike McCann Nebraska Land Broker
Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska - Kearney, NE
Farm & Commercial Property For Sale 308-627-3700

Hi Barb...I have always gently "pushed" for the sale.  Sometimes I might have shoved. My job is to show properties that are fairly priced and meet the criteria of the client.  If I have done my job...then it is time for the buyer(s) to step to the plate.

I like how Fred Van Allen #92 put it.  That is pushing (probing) but not shoving.

I have never done anything unethical or illegal...but there have been times when I have been a bit blunt and said basically to write a fair offer or reconsider why you are looking at homes with me.

We do not want to lose a great client for the future.  See Jeanne Gregory #83 and her wonderful story above!!

Sep 09, 2014 01:34 AM
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Mike McCann - Nebraska Land Broker and that's what everyone should be doing....

Sep 09, 2014 01:40 AM
Greg Mona
West USA Realty - Scottsdale, AZ
Professional Real Estate Representation for YOU!

Barbara - As always a great post by you!  It's a toughie though, as I have "hung in there" with buyers for as long as 1-1/2 YEARS before they finally bought, but what I ended up with was a great advocate who passes my name along as a good and tenacious agent to work with.  That said, for every one of them there are far more time wasters who in some cases probably never intended to actually buy.  We DO interview them first, have them obtain an up to date Pre-Qual, etc. before ever actually showing homes but then the excuses start, the criteria changes, etc.  That's when the cord gets cut as like most of us, there is no time for that.

Sep 09, 2014 02:37 AM
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Greg Mona I think it all boils down to the thought of whether it's more profitable to cut them loose and go on to more motivated people, or is it worth the future promotions by the client after having worked with him for 1.5 years.... I would have cut the lace of that guy's panties and let him run....

Sep 09, 2014 03:02 AM
Keith Whited
RE/MAX Gateway - Alexandria, VA

Great Post. It's all a balancing act - - decising how hard to push - - and whenther it;s going to be worth the effort in the long run.

Sep 09, 2014 04:17 AM
Ed Silva, 203-206-0754
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Barbara, every now and then we just need to gently apply a firm tap with a 2x4 which we can pick up at the job site

Sep 09, 2014 12:53 PM
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Eighteen Years Experience in Brevard County

Sometimes a gentle shove off the fence is what they are waiting for! Time is money!

Sep 09, 2014 09:09 PM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Sometimes it is hard to know the difference.  I was about to tell a guy to take a hike once and then he bought 3 homes in a short period of time. 

Sep 10, 2014 02:31 AM
Sharon Miller
RE/MAX Platinum - Crane Hill, AL

Barbara,

Great post!!! It is my belief that during the "qualification process" it should include an indepth review as it relates to why the potential buyer(s) is/are contemplating the purchase of real estate. There seems to be a large number of "prospective buyers" who aren't qualified for one reason or another but fantasize about participating in the discovery prossess associated with the purchase of a home. Case in point, "it's like looking at a new vehicle with no intention to actually make a purchase." Identifying the reason(s) why an individual would express interest in purchasing a home is of paramount importance. We, as the person responsible for representing our purchasers, can't make a convincing rebutal when we don't have all the information. Keep in mind......People purchase what they want, not what they need.

Sep 12, 2014 12:58 AM
Jeff Jensen
The Federal Savings Bank/Lending in 50 states - Greenwich, CT

There does come a time in all processes to make a decision.

Sep 12, 2014 07:58 AM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

I recently cut a buyer loose - she was always late, frequently missed appointments, needed the input of a family member who is not in the country - the list went on - 

Sep 14, 2014 09:22 PM
Andrew Garofalo
Pompano Beach, FL

I agree with you Barbara but I had a bad experience with a married couple buyer from out of town last year and I think if I just stuck it out a week or two more I would have had a different result.  They were referred by a good client and they were qualified.  They were also clueless.  I asked them lots of questions about what they liked and didn't like and they were all over the place and noncommittal.  They wanted to see homes over a very large geographical area even though they kept going back to one particular city.  I made suggestions that they did not listen to.  I drove 40 minutes several times just to meet them to view properties.  Then when I had enough I suggested they take a break for a week or two and then get back to me when they had a better idea about what they wanted.  They never called or emailed me back.  Several months later I learned they made an offer on a home 4 days after my last contact with them.  They closed 30 days after that.  I was pretty unhappy to say the least.  

Sep 18, 2014 01:46 PM
Lisa Coates
Level Ten Construction Consultants - Halifax, NS
Residential Home Sales Specialist

Great Topic for a post. But when inventory is high and clients see price drops daily, it us the agents that are making them reluctant. I agree we should encourage them to make an reasonable offer based on supply and inventory and if they still can't make a decision, Fire them.

Sep 19, 2014 07:23 PM
Marco Giancola
Beachfront Realty - Miami Beach, FL
Realtor (305)608-1922, Miami Beach Florida

Hi Barbara-I so totally agree. My clients get the "best" of me until they try to get the best of me then they are cut loose!

Sep 21, 2014 12:23 AM
Anna Matsunaga
Team Momentum Keller Williams Realty Tacoma - Lakewood, WA
Seller specialist, Certified Negotiation Expert

I do a new consultation when I hit that point, sometimes something has changed for them, they have learned more from looking at homes and we need to redefine their search and sometimes I have home work for them before we proceed and yes sometimes I just tell them, you are not ready to buy yet, here are somethings to do to get ready and I am ready again when you are.

 

Sep 25, 2014 02:19 AM
Katerina Gasset
The Gasset Group & Get It Done For Me Virtual Services - Provo, UT
Amplify Your Real Estate & Life Dreams!

If the buyer is beating around the bush too much, what's the point of waiting? The agent has to take the seat or leave.

Sep 25, 2014 04:02 PM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Barbara, I love the great tips and advice. I have learned to say no and know I can't help everyone.

Mar 10, 2015 11:57 PM