Just a thought...are you highlighting the fact that mortgages are getting harder and harder to obtain, and the qualification standards are changing almost daily, when you have a hesitant buyer? You should be using this information to separate your leads from the ready and the un-ready. The un-ready say they've never had a problem getting a loan, and their bank has already given them a pre-qual letter, but they don't want to compare lenders or get another good faith estimate until they find the right house. RED FLAG!!

As a virtual assistant company, we qualify leads for Realtors, and we always make sure that the lead knows that although it's a Buyers Market as far as the houses are concerned, it is NOT a buyers market when it comes to mortgages. Late payments, changes in employment history, 2nd mortgages, bad debt, it is all a bigger hindrance than it was just a year ago. Keep this in mind when qualifying your buyer leads. If they seem very choosy and indecisive about whether to buy or WHAT to buy, get a thorough analysis by your most reliable mortgage lender. 

Cautious Buyers - LOVE THEM! They are looking to you for guidance, advice, statistics, and experience. Hesitant Buyers - LEAVE THEM! A potential buyer is NOT a potential buyer if they are too 'scared' to buy. Sure, they can point to the fact that buyers who bought last year could have purchased that same home last year for a lot less...but don't people buy homes for other reasons than one year of equity gain? Like long term equity gain? Quality of life? Mortgage Interest deductions? Schools for their kids? Space. Memories. Backyards. Garages. Large Kitchens.

What is your best way to overcome objections from potential buyers who balk at buying a home once you've found them exactly what they asked you to find? Do you reference the current mortgage market and tightening guidelines to help them analyze their situation better?