Buyers Want To Buy but They HATE to be SOLD To

Real Estate Agent with Coldwell Banker Residential

How often have you heard "Buyers WANT to buy.....but they HATE to be SOLD to..."  How true, how true. I hate it when I am the target of someone selling something.  Recently I have had an uptick in phone calls from West Coast Area Codes, people who are going to sell me the solution to every web-presence issue you can imagine.  Those phone calls just make me grit my teeth. 

In the last several weeks I have gotten down-right obnoxious.  In the last day or so, I have started being right on the edge of rude. Sometimes, if I actually listen to what they are selling, it develops that I actually might be able to use what they have to sell. Usually I just get off the phone once it is clear that someone is Cold Calling.

neon sell

In our business, I think that what we sell aren't houses but ourselves.  Most of selling takes place very early in my relationship with someone new when I am working on getting them to understand that they generally need the services of an agent and specifically I am the agent that will fill that need.  Almost all the work that real estate agents do that "markets" a property is actually a marketing piece for the agent.  Think about the roll that all those postcards and business-card magnets serve.  They are marketing the agent!

I don't "sell" houses.  However, I do help clients work toward clarifying their thoughts about a property.  I don't ask traditional "closing" questions, such as "if we could cure that one objection you have to this property....."  Instead, I help people understand that buying a home is a right-brained, intuitive decision.  I give them permission to honor the feelings that percolate up as they walk into a property.  What "feels like home" to a person isn't anything I can make happen for someone.  However, having seen it happen to hundreds of people over the years, I can help people recognize how they are responding to a house.  It is all about body language.  There isn't anything there to be Sold.







***image courtesy of pinkmoosepearl via Creative Commons

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Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Denver Realtor / Author / Advocate/Short Sale

Judith... you are so correct about the West Coast calls, Washington, Oregan, and California that have the answer to our real estate lead woes!!  If I am in the mood to answer the call, I tell them my marketing budget for this year does not include them, and oh by the way... since you are from Oregon, I am seeking some referral business. Who do you know that is needing to buy or sell a home?  They ususally cut the call short, then.

May 25, 2012 12:23 AM #1
Judith Abbott
Coldwell Banker Residential - Dallas, TX

@Dan.  I may start using your line about "my marketing budget". Usually I don't even invest that much of my time in the call.  I just thank them for calling and get off the phone.

I wish that I could screening phone calls by area codes.  It just isn't a good idea any more.  These days, given the way that people move around, those area codes from distant places may actually be coming from a person sitting at the Starbucks across the street from my office.

May 25, 2012 12:45 AM #2
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Judith, I do not like being SOLD either! A couple came into the office the other day, not to choose an agent but to get some information on the area. I pulled out a large map, showed them a few places they could go to get a 'feel' for each community and before they left, they gave me all their contact information and took my card. It's nice when you do not have to ask! Enjoy your weekend!

May 25, 2012 08:33 AM #3
Jenny Durling
L.A. Property Solutions - Los Angeles, CA
For Los Angeles real estate help 213-215-4758

Nobody likes to be sold- so true! I've never been one to follow scripts for objections, etc. either. Our clients will always know if we are being genuine or not.  As far as the phone calls, what annoys me most is how they all offer to put me on page 1 of Google. I say " apparently you didn't look for my site before you called- I'm already there". LOL!

Jun 03, 2012 11:43 PM #4
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