There are dozens of sayings about fence sitters: On the bus or off the bus! Shit or get off the pot! Are you in or are you out? The time to hesitate is past! It’s now or never!
Sometimes no matter how great the property or how great the price, buyers hesitate and screw around and lose out on their dream home.
Take your clients back to the property and let them experience being there and visualize themselves living there to help them get emotionally attached.
Restate the long list of benefits your clients have just disclosed as important to them and list them in order of priority, to reinforce in your clients mind all of the valid reasons for moving forward.
Tell your clients a story about a past client who was feeling the same reservations they’re feeling right now, but who decided to go ahead with the deal and as a result are so unbelievably happy.
Grab a piece of paper; make a list of all the PROS and cons. (But first, make damn sure there are more pros than cons!) Draw a line down the center of a page and start filling up all the “PROS” section.
If you know they are almost ready to buy, but they’re still hesitating, temporarily take it away from them. Suggest convincingly that the property may no longer be available—and watch their expressions. Sometimes people need to feel what it’s like to lose out on their ideal property before they can commit.
Other times people focus on the price or the interest rates way too much, instead of the value they are getting … in this case, break the purchase down into payments, so your clients can focus on a smaller number. More buyers than not will forget the exact purchase price and/or interest rate 6 months down the road, however they always remember exactly what their payment is.
There is no room for holdouts in the real estate—people who sit forever on the fence, who can’t decide if they’re more afraid of failing or succeeding, so they never commit.
Craig Zuber- Story #22 of 100 over the next 100 days
100 Stories 100 Days
Unrelenting Real Estate Truth
Deep down, people want the truth. Yes, of course they want quality & service & value & entertainment …
But above all, they want someone that they can trust.
… and if they don’t, why would you want to do business with them?
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