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57 Comments on The Danger of Your Sense of Urgency
I couldn't agree more. The challenge I have is that I am WORRIED that my clients will lose the home they fell in love with because they don't believe that someone will swoop in and buy it. That's usually when my sense of urgency comes in -- when I know they love it but are afraid to submit an offer. :-)
Timely advice Cedric!
Very good point - they don't give a rip if I'd like them to make a decision quick before somebody else scoops on the new Coach briefcase I can't afford. :)
Well said. The idea is for us to lead them to where they already want to go, and to help them get there in the smoothest possible way. If I am acting on my own urgency, I am serving myself, and no longer serving the customer
This is so right on! Great blog. Thanks.
I agree with you! We really must pattern our prospects--that is what will bring success.
Very well said ! At the end of the day, each buyer has his or her own set of motivations and urgency. The skill for an agent is to be able to discern this urgency and try to focus on working with people that have the greatest motivation and/or need. Great post !
Well there certainly no urgency right now is there. I like your analogy though I have been there and done that.
Cedric,
I've never been a pushy agent (I sometimes equate that as being the same as having a sense of urgency) and I believe that it has always worked for me. I sometimes tought I should be more aggressive, but I'm sure now that pushy is not the way to go. Nice post.
I tried creating urgency when I was a brand new agent because that was what I was taught. "Get them off the fence" was a common phrase. I quickly learned that it just made buyers fall off the face of the earth. A home is the most expensive thing most people will ever buy and it needs careful consideration......not impulse. Thanks for sharing the post.
Cedric, you are so right. They do try to teach us that sense of urgency; in my case, it never did take because I don't believe in it. For buyers. There are some sellers who need to find their sense of urgency to get out while they can but, again, that has to be them, not me.
This is why most people will put off buying a house because financially and even mentally a lot of people who buy houses are not ready to buy. When you are forcing someone to do something that you dont really want to do,in a way you are being very pushy and people don't like that. You can lose business and even your reputation as a real estate professional.
By the way I dont mind a 2009 Black Range Rover 4.6-Heck I will even mind taking a older version-LOL. Congratulations on the featured post Ced. Great post.
Ced -- great post -- I love the profile pic -- Classic
Outstanding Post,,..it has to be about THEM...and sooo many agents don't get that ! I have considered that "Bobby Ewing Mercedes"....my model is silver with interchangable rag and hard top...not really practical for Wisconsin weather....but sooo befitting ! Every prosperous wish for your continued success !
sooo true - excellent blog Ced.
Marcela
Ced, Congratulations on a great feature. I can feel people's urgency and I don't like it. Neither do I like to be pushed in any way when purchasing anything. Those hard sell attitudes just don't work....in most businesses I believe.
Finally - somebody had the confidence to say it - thanks Ced.
I have always disliked being called a "sales person". And my perecpetion is the more you try to "sell" the less confidence your clients will have in you.
Nobody likes to be "sold". I know I don't.
Educate me, inform me, challenge me, but don't sell me.
I treat my clients the same way.
Great perspective. And I think it's right on. Discerning where our customers are and flowing with them is powerful & effective. It keeps me from getting in the car and driving all over town to see 10 homes when the purchase is a year away. It helps me drop everything else and show 10 homes when a family is relocating and MUST be in their new home by Jan. 1st.
Emily, thanks for the congrats and your comments.
Kathy, you are so right. "Waiting is tough..." Thanks for your comments.
Bonnie, lol...I'm sure you wouldn't scare anybody. Thanks for participating in the discussion.
Steve, thanks for your wise words. I agree with you. Every situation is different.
Brian & Marie, thanks for the kind words. Glad you are on the non pushy side...
Lisa, you are right about us determing the level of urgency our client has. Thanks for your comments.
Debe, thanks for teh congrats on the "little gold star". Also thanks for your comments.
Jean, shoppers are setting the pace more and more. Thanks for your comments.
Peggy, nobody really likes to be pressured. Glad you don't pressure people. Thanks for commenting.
Ilyce, love the way you put it, "nurture their own enthusiasm and urgency..." Thanks for the tip.