Jim, with all the constant barrage of new technology, at the end of it all, sales skill is still the most important factor in bringing an undecided buyer to a decision.

I agree Brian. The tough part for newer agents is where to find the best sales training while not being barraged to buy something from a seminar! (On another note) We were just talking about the excellent baked goods and bakeries in your neck of the woods! Shoe fly pie anyone?

Jim:  How true, how true - the dreaded, "if it is meant to be"...  Don't you hate that but guess what?  I must confess, even I have caught myself saying it when I feel I've exhausted all other means.  Enjoyed your post.

Jim :The creative solution in selling is what make a seasoned agent successful.

Steve

Donna, Don't do it again! ha ha

Steve, There is nothing better than having a seasoned agent on the other end of a deal.

"If it is meant to be, it will happen" is a great phase if you use it first.  (Steal that weapon from their arsenal right away).  Then show them how to do something proactive to move the process just a little further along.

Joe...I LOVE that! Give it to them before they get you with it! nicely done!

Jim, great analysis of the looky lou buyers. Building trust, rapport, and educating buyers moves them to action.

I agree Gary. I think education is the biggest part as 1st time buyers will make up a huge percentage of buyers in the next few years as prices have dipped low enough for them to be able to enter the market!

Jim, the Pennsylvania Dutch food in Lancaster County is still one of our best features.  I'll save a piece of shoofly pie for you!

It's important to know the difference between a gentle nudge and a violent shove. A nudge may usher someone into action, but a violent shove most often results in a more violent counter shove.

I took a great course on negotiation!  Buyers have wants and needs.  They also have to protect themselves from getting embarrassed by overpaying or making a terrible purchase or accepting a terrible contract.  I think you need to play to their wants and needs and help protect them from the bad things.  Nobody wants to be on the fence, it's pointless.  If they are ready to buy, they are ready to buy, they just haven't found a good enough FIT yet.  Decipher the real problem and erase it from the equation.  This will save you and your client TIME and they'll thank you for it.

You may find that your buyer is just tire kicking.  In this case, I would say, "if it's meant to be, it's meant to be!"  LOL

I have been working with a fence sitter for a really long time. If anyone could help me get her off the fence they would be my hero. I have way too much time invested to walk . I just know she is going to buy soon....

Rebecca, They told me that when I went to get my license (if it's meant to be...)

Sharon, I would guess you have to be direct with them and ask them (in your best used car salesman voice), "So, What's it gonna take to put you in this house today!"