Pull The Trigger

Real Estate Agent with Russell Real Estate Services

I can help you Pull the Trigger.Pull the trigger


If you are lucky enough to be working with buyers, you’ll notice that some of them have developed the peculiar trait of not being able to “Pull the Trigger”.


Well, no wonder they can’t.


There are so many houses to choose from.

If you see more than two in a single day, one begins to morph into the next and they can’t remember any details.

Maybe the interest rates will drop again

Maybe the house of their dreams will appear on the market if they wait another week


Here’s my system to help them get ready.


When we plan to see more than two houses in one day, I ask them to rate each house on a scale of 1 – 5, one being the worst, never go back there again and five being their absolute dream home.  I ask them to rate the houses individually if they are a couple, then we average the number.


At the end of the tour, I ask them to do something with each house that has a four or five.

It involves turning the Listing sheet over to the blank side and drawing a line down the middle.  I ask them to write Pros on one side and Cons on the other.

listsThis is where it gets to be a little bit like homework.  I want them to list everything….from the minuscule to the biggies on here.

Not only does this help them to get on the same page, but also helps them to see in black and white what is important to them…..sometimes they don’t even realize it until it’s staring back at them.


At the end of this exercise, (it might even be the next day), I ask them how the houses graded out.  Almost always, they are able to narrow it down to one or two that they will walk through a second time.

They are much more confident in knowing what they are looking for and helps them to get off the fence and “Pull the Trigger”.

Posted by


Mary M. Kandell                                             
ABR, CNE                                               
Russell Real Estate

It Starts With the Heart 


6203 Milan Rd. Sandusky, OH   44870

 419-239-4140  Cell




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Steve, Joel & Steve A. Chain
Chain Real Estate Investments & Mortgage, Steve & Joel Chain - Cottonwood, CA


Great system; you've identified a very common problem and a proactive solution.

Good speed with your sales,


Sep 20, 2011 06:47 AM #1
Mary M. Kandell
Russell Real Estate Services - Sandusky, OH

Thanks Steve,  It doesn't always work, but it helps more times than no

Sep 20, 2011 07:09 AM #2
Jennifer Chiongbian
Specializing in all types of Manhattan apts & townhouses - Manhattan, NY
Real Estate Broker - NYC

That's great creative advice.  Unfortunately with tight budgets and skyrocketing prices in Manhattan, it is pretty obvious when buyers just have to try to find the best apartment in their price range.  Most of our properties here are veryunique due to this being an older city than majority of new construction that all looks the same.

Sep 20, 2011 07:17 AM #3
Peter Preston-Thomas
Real Ottawa - Kanata, ON

I believe it is important to keep the total number of houses down as well so they don't just become a blur.  Writing things down about the house, as you suggest, should help to recall and differentiate them.  Marilyn Jennings, a Calgary Realtor, wrote in her book that she would have clients assign nicknames to the houses to help them remember - maybe things like hillside home, fancy kitchen, cozy fireplace.  Just ensure the client is the one to assign the nicknames so the they resonate and stick with the clients.

Sep 20, 2011 07:31 AM #4
Mary M. Kandell
Russell Real Estate Services - Sandusky, OH

Jennifer,  we have such a buyer's market here that there are sometimes too many choices.  It like me trying to decide on a pair of shoes or a new purse.  Give me three choices and I can choose.  More than that and I get totally overwhelmed....

Peter,  I like the idea of assigning nicknames to the houses.  Might have to add that to the list.  Actually, it's a great idea.  Thanks for sharing Marilyn's words of wisdom.

Sep 20, 2011 08:06 AM #5
Dick Greenberg
New Paradigm Partners LLC - Fort Collins, CO
Northern Colorado Residential Real Estate

Hi Mary - That's a good system - we have used it when we have buyers that just can't seem to get on track. One time, however, we had a couple who were both engineers and we tried it after showing them about 30 homes - the office was awash in spreadsheets and digital photos were on about 5 monitors, and it was a complete fiasco. About a week later, they walked into the front door of a home, stopped dead in their tracks, looked at each other and knew it was "the one". Of course, it took another agonizing spreadsheet session to make them comfortable that their emotional reaction was logical.

Sep 20, 2011 08:48 AM #6
Mary M. Kandell
Russell Real Estate Services - Sandusky, OH

Dick,  One engineer is bad enough, but two?.....you have my sympathy.  I have two sons that are engineers, I know of what you speak:)  I'm glad they had the aha moment and found their house

Sep 20, 2011 08:55 AM #7
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