Motivated Buyer

Hi Karina,  That's good, wise advice.  Additionally, I like to 'go deep'. I tell the prospect " On a scale of 1 to 10, with one being poor and 10 fabulous what would make getting the new home a 10?" Then be quiet & listen. Here's where you go deep. Ask "What would make it a 10 plus?" Now you're getting somewhere. You find out what is important about a home. Same thing with type of home, etc.

Nice post Karina.

It is so important for us to continue working on our selling skills.  Evaluating the buyers and sellers motivation is critical to determine a good lead, but also to refer back to in teh event of any buyer/seller remorse. 

When I receive a contract and I review the seller net sheet, if they are short and are waivering back and forth, I reiterate the motivating factor for the move and ask them to put a dollar amount on it.  Add that to the net sheet and if it adds up - ask for the signatures.

Thanks Karina!

Buyer motivation,indeed a fickle mistress! You are so right with your advice. The only thing that I would add is 3 or 4 more LISTENs. If it wasn't rude I would say RECORD and then listen again. You will need that information when they start to bail out later in the process.

great post Karina. I like Marian's advise.

Karina, excellent post.  I appreciate the helpful hints.  Too many times we get caught up with those who really have no idea what they want and end up deciding not to buy.

Good questons and I always talk alot about why, when and then qet them qualified

Karina.....great post and wise words.  Asking questions and listening sure is the key!

They can be motivated but unrealistic. Too many think they are going to steal a foreclosure.

Good post.....listening is the key.  Our ears can tell us more than our mouth.