We all want to buy at the bottom and sell at the top.
But if your buyer is sitting on the fence do yourself a favor, identify the needs, and desires and point them out when you have found them and don't let the search go on forever. You want to be so many miles from work, have so many bedrooms, acres, 2 car garage and be in this school district. Lets look at the matches, and decide what makes the most sense right now. When my son was small I made the mistake of asking him what he wanted for dinner. I don't know he would say. I would go through the list of available options. How about squash?, No I hate squash, Broccoli? no don't feel like that, what about Corn..you like corn?..No I don't like corn.
OK, Peas or Carrots that's it no other choices, it's one or the other?
Ask your buyers these questions does this property suite your needs? if the answer is yes remind them of the positive replies they had while viewing the property. Mr. & Mrs. Buyer you said you like the neighborhood (yes) It's the distance you identified you were comfortable driving for work (yes), The square footage and layout was what you were looking for when we started this search (yes)..and on. Once you have reached 3 yeses stop and say this is the one or two that best suites you Peas or Carrots.
But what if prices drop further? (Answer) Do you mean while you are paying a mortgage or rent somewhere else? This is the one or two that meets your needs, you can save money by buying 10 miles further south, or purchasing a fixer upper. But will you be happy? Again remind them these two properties do X,Y,& Z for you they are the best choices for the criteria you identified...now.. Peas or Carrots?
Customers are like children, you want what is best for them. But once they have identified the choices it's time for a decision. If all that is available for them is two choices it's time to pick:Peas or Carrots