"You're Going To Need To Use The HARD Sell On Her"

 

While showing a very nice home to a potential buyer yesterday, the daughter pulled me aside and whispered....

"You're Going To Need To Use The HARD Sell On Her"

Took me by surprise! It was a perfect house for her, she was saying how much she loved it, the price was right....what's the "Hard Sell" all about?

The buyer lived out-of-state and was planning to move back to our area to be close to her daughter and her family. If the adorable 2 year old holding her hand wasn't all she needed to make a move...all my sales skills were not going to motivate her.

We had been seeing homes for most of the week she was out here...and I could feel the strong pull by her and her daughter to live nearer to each other. Clearly they are very close. Little by little we had been getting closer to what she wanted. Goals were adjusting, communities narrowed down and it culminated in this house. Perfect.

So when I got the comment from the daughter I questioned her. Did she think her mom really did NOT want to move? I didn't want to push her into a decision she didn't want to make. The daughter said that she was afraid that her mom would get on the plane and then procrastinate and it wouldn't happen.

I saw the yearning in her eyes.....I understand, meeting mom for lunch is a phone call away.

So...I mentally went through all my sales tricks, manipulations and cons....problem is, I don't have any of those. :) So I decided on truth.....WOW. When the moment seemed right....I told the mom that her daughter really wanted her out here, and was very afraid that she would get on the plane and not buy this house. They both teared up...and my Galaxy Tab wrote it's first offer in the vacant kitchen. I'm expecting to open escrow tomorrow.....

"What will it take to put you in this house TODAY?"

 Karen Fiddler
Broker/Associate
The Fiddler Realty Team/eVantage Real Estate
Lic # 01494165

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