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How do you "motivate" people to move? You should stop trying...

By Ken Tracy

Real Estate Agent with Coldwell Banker Residential

December 04, 2008 10:28 AM

I just read a post by a local Chicago agent Chuck Heaver. In it, he voiced some of the challenges facing home sellers in todays market...

He finished his post with a question: "Any thoughts/tips to motivate people to move?"

My answer is simple. You stop trying...

Look, I know many Realtors pride themselves on their sales skills. But...

Moving is a personal decision. A big decision. A decision that should not be taken lightly.

The last thing someone needs is a Realtor trying to "motivate" them to move...

I just don't think it works. It meets with resistance.

Be available. Be helpful. Be a source of information...

Be the agent a client can trust.

Market harder. Motivate less.

How do people get motivated to move?

Job transfers, divorces, growing families, promotions, job losses, new schools, upsizing, downsizing...

These are the real motivators.

Not Realtors.

Ken

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Russ Ravary ~ Metro Detroit Realtor call (248) 310-6239

Real Estate One - Commerce, MI

Michigan homes for sale ~ yesmyrealtor@gmail.com

You are so right. We can't make people move when we want them to.

Dec 04, 2008 11:27 AM

Charles Stallions

Charles Stallions Real Estate Services - Pensacola, FL

850-476-4494 - Pensacola, Pace or Gulf Breeze, Fl.

Ken, trusted adviser is what like to be and it comes by taking care of the customer and not necessarily yourself. Great post.

Dec 04, 2008 11:56 AM

Li Read

Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC

Caring expertise...knowledge for you!

Excellent points. Thanks for sharing.

Dec 04, 2008 11:59 AM

Shirley Parks

Sands Realty 210-414-0966 - San Antonio, TX

Broker, 210-414-0966, San Antonio TX Real Estate

You can lead a horse to water but you can't make him drink....

Dec 04, 2008 12:56 PM

Sham Pathania

SAVE MAX FIRST CHOICE REAL ESTATE INC. - Mississauga, ON

May be few can get motivated. Later or sooner they will realise and will not come back next time. For the successful closing we must guide without putting any pressure. Buyers these days are more knowlegeable and don't want get sold.

Dec 04, 2008 01:30 PM

Colleen Cooley

The Corcoran Group - Jupiter, FL

CRS - Jupiter Florida

Sometimes being a great salesperson can work against you. You do such a good job, they buyer signs a contract. But, after they go home the remorse sets in & they cancel. Now what a waste of time that was!

Dec 04, 2008 01:42 PM

Paula Swayne

Dunnigan, Realtors, Sacramento (916) 425-9715 - Sacramento, CA

Realtor-Land Park, East Sac & Curtis Park -Dunniga

Hi Ken!
I have never understood Realtors who try to motivate people to sell their home. It is so self serving. I agree with you!

Dec 04, 2008 04:18 PM

Janice Roosevelt

Keller Williams Brandywine Valley - West Chester, PA

OICP ABR, ePRO,Ecobroker

I am reminded of the prayer of Jabez:

Lord, Bless me indeed;Expand my territory

Walk with me hand in hand and keep me from evil (a.k.a. the "hard sell")

Dec 04, 2008 08:09 PM

Gita Bantwal

RE/MAX Centre Realtors - Warwick, PA

REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Good post. We should not try to influence anyone to move. We should be willing to help them if they decide to move.

Dec 04, 2008 10:55 PM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Good morning Janice, Paula, Colleen, Sham, Shirley, Lee, Charles, Russ, Michael, Hal, Marian, and John.

Goodness.

Some of the comments in here are better than my post!

Marian, congrats on finding the career for you. Loving what you do. That is awesome.

Thanks so much to everyone for reading and taking part.

Ken

Dec 04, 2008 10:59 PM

Anonymous

Although I agree with this post, I have buyers who think that homes can be bought at 70 cents on the dollar. Some can be, but the vast majority cannot and we're looking for the needle in the haystack. The strange thing is, all of the motivation traits are there and I am playing the soft sale approach, but we just can't seem to find that needle.

Dec 04, 2008 11:12 PM

#31

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Gita and _, thanks for reading.

_, that is the market we are in today. Buyers aren't as motivated as we would like. It is not about us, however. It takes patience, in my opinion.

Thanks again,

Ken

Dec 04, 2008 11:35 PM

Lauren Krady Lancaster

Keller Williams Realty - Lancaster, PA

PA Realtor

Yeah, nothing like pushing someone into the biggest investment of their life! You just have to find the ones that are already motivated.

Dec 05, 2008 12:00 AM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Lauren. Right on.

I am off in about 1/2 hour to try and find some.

Thanks for reading,

Ken

Dec 05, 2008 03:15 AM

Kevin O'Shea

Coldwell Banker - White Plains, NY

White Plains, NY Real Estate

Great Post, It is our job to educate and help, not motivate people to move.

The other way is giving Realtors a bad name.

Congratulations on the Feature.

all the best!

Dec 06, 2008 07:01 AM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Kevin. Thanks for reading.

I thinks so too!

Ken

Dec 06, 2008 09:35 AM

Midori Miller

Talk 2 Midori, LLC - Daytona Beach, FL

Online Marketing For Real Estate Professionals

Ken,

I hear you loud and clear! :) I myself do not enjoy being pressured into decisions.

Dec 06, 2008 02:33 PM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Midori. Thanks for reading.

I wouldn't think anyone does. So why do we try?

Thanks again,

Ken

Dec 07, 2008 12:58 AM

TIM MONCRIEF

Tim Monciref - Austin, TX

Over 2,000 homes sold…..

Got to disagree on that one. I have been on a move up campaign this last year with great success with the motivation of taking a small hit on selling on the lower end home and making up double or more the difference on the move up. I know this is a valuable service that these sellers were not thinking about a year ago..........

Dec 08, 2008 04:01 PM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Tim. Thanks for stopping by.

When you call it a campaign, are you talking about a blanket marketing effort?

Congrats on your success.

Ken

Dec 08, 2008 11:19 PM