Help, I have a client that keeps getting buyers remorse usually during the counter offer stage. We can't get past the 2nd counter offer then it hits her.
Any suggestions are greatly appreciated.
Thanks,
Gwen Foernsler
Re/Max Center
Dacula, GA
Help, I have a client that keeps getting buyers remorse usually during the counter offer stage. We can't get past the 2nd counter offer then it hits her.
Any suggestions are greatly appreciated.
Thanks,
Gwen Foernsler
Re/Max Center
Dacula, GA
Might be time for a heart to heart talk to find out if it is just remorse or something deeper? Is there a common reason behind the decision not to move forward? If she's looking at the top end of her range, maybe she is sincerely uncomfortable and needs to be at a lower price point or maybe she just doesn't know what she wants (and think she does).
Somewhat joking/somewhat not, don't reach the point of a second counter. Maybe the process is too emotional for her. If you can get near the "acceptable" range the first time, maybe she'll feel this is the one!
Good luck, I've been there, done that. Judi
Give her some medicine for her Buyer's Remorse.
Hand her a package of "M and M's" candy and tell her tonight that she may begin doubting her decision to buy this home. We call this "Buyer's Remorse". When she begins to feel this way, take 2 M&M's and call me in the morning. Making a small joke can handle an objection!
Teresa Johnson RE/MAX Greater Atlanta www.AtlantaHomeStore.com
A major purchase is an emotional investment for someone every bit as much as a financial one. It is possible that she fades out at the second counter-offer stage because that is where what she is doing hits her. At the first offer it may seem like a bit of a game to her -I have known prospects who truck Realtors around to look at homes and are very casual about it. Even a first offer could be viewed that way by some because there is rarely not some kind of counter. By the time there are multiple offers and counters, it is seen less as a game and as more real. Anyway, that is one possibility to explain why at that particular point in the process she is freezing up on you.
The reason I asked if she was a renter is because there is a significant mental adjustment made between renting and owning. And if she is a renter, you might consider some "buy vs rent" literature -let me know if you need something in that area and I will send you some. That would help with a point of reference if she starts going down that path again -you would be able to remind her of the advantages of owning over renting, etc.
Another possibility (and I speak as a non-Realtor so if this is not feasible for compliance purposes or whatever, just ignore it) is to go into any situation with a couple of back ups for should there be a counter -say a strategy for countering once, twice, etc. that she will accept: a formula if you will. If she agrees to some approach this way, you could always remind her later on when she gets doubts "remember, this is exactly what we talked about and what you said you wanted to do" and that may well ease her anxieties on the matter and help her in making the commitment to get the deal done.
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