Reading the Buying Signs, The Kiss
Posts such as this one by Debbie Reynolds should be required reading for every new agent. Not only to learn when to ask for the sale, but to realize when they need to back off and let the house work its magic on the would-be buyers.
Reading the Buying Signs, The Kiss
Agents know that words alone don't tell the whole story and you have to watch how a buyer reacts to a house to see if that is may be the home for them. Body language is a strong indicator as to whether the buyer is in tune with a property or not or whether it is time to move on to another.
It starts as you drive up to the home and the facial expressions the buyers make. They may look excited and open. There could be comments about the pretty neighborhood, the lush, neatly landscaped lawns in the neighborhood and the good feel of the community. The smiles are green lights to go further and explore the possibilities of the inside of the home.
As you enter, their eyes may light up further or they may not. The buyers may reach out and touch a wall or some of the trim. Good signs. The buyers may open cabinet doors or drawers. They probably won't do this if they aren't considering the house. They will want to see inside closets and explore the surprises of the home. Be sure to let them experience each moment.
The buyers may seem relaxed and light-hearted and ask questions about how they should arrange their furniture or what changes they would make when they move in. These are all signs to the agent that the buyers are getting close, very close to buying.
The buyers may even sit down in a room to check it out and see how it feels. This is an excellent sign and they are almost ready. They may want to linger and relook time and time again. Let them take all the time they need to see if the home is a good fit. Watch as the conversation turns to discussions about time-frame and what a seller may leave with the house. It is close, so very close and you are going to be writing an offer.
But when the buyers kiss you know this is the one and this is a huge indicator that they want to make this house their home. The kisses could even be extended to the children if they are along. This is a happy sign and one of the strongest buying signs. Reading all the buying signs is an agent's job but the kiss is the one that is a two-by-four to start writing the offer.
Reading the Buying Signs, The Kiss
Photo by stockimages/freedigitalphotos.net
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