DON'T DROP THE "LOOKIE LOUS"!! Keep them around until they do buy!
It is so important that you do not just drop a potential buyer---how do you know if you have a serious one or not? By asking the following questions:
- Do you need to sell your current home before you buy another one?
- Have you investigated how you want to finance this house?
- What is the biggest reason you want to move?
- Are you prepared to move into your new house in the next 3 months?
- Will you be needing to buy furniture for your new house?
Very DIRECT questions like these can reveal a "Lookie Lou" very quickly....If they do not answer with certainty, you will know that they have no idea of what it feels like to seriously think of buying a new home, i.e. "TIME-WASTER"..(blinking, red flashing warning light!)....There are many of those out there---the person who has time to waste and wants to "just look".
Then there is the other kind; the kind who does want to buy but feels no pressure to do it. They will buy when they see something they absolutely love!...and not until! Those people will tell you that, however. They are the ones I am talking about.
How do I know? Because at one point I was that "Lookie Lou"! I went through the process of what looking for a new house felt like before I bought my first home.
In my case, I knew exactly what I was doing and I did let the agents who were helping me know that I didn't intend to buy for quite a while.
Believe it or not, I did find an agent who was willing to put up with me while I went through that "Lookie Lou" stage and on the other side of it, she got to sell me something where several other agents lost out!
That's why I try to to give every "Lookie Lou" a chance---but, if they go into it and are deceptive and try to keep me from finding out that they are wasting my time---those are the ones that I dump immediately! It's not easy to tell; I am not very good at "dumping" someone, so I have begun to use the following techniques:
- Tell the possible "Lookie Lou" that you have a big customer who may take your time away from them. If the response is an angry "Do you have time for me or NOT?" then you will have your answer. Demanding people are the most difficult to cut loose so you need to let them cut themselves loose. This sort of person is apt to just walk away, looking for the next "victim"
- If you have a sense that the person you just showed 25 houses to is not sure yet about the location, or the style that they want, chances are you have a "Lookie Lou" of the first order and it is time to begin cutting the cord. I find that a real buyer has already chosen the neighborhood and does not wander very far from it. Start to cut back on the inventory--don't take her/him to as many houses...leave them wanting to see more and tell them you are busy with another buyer. They will find their way to another agent who will start all over again....
- As I said above: Demanding people are difficult to cut loose from; why? Because they are the real thing (Lookie Lou) and they think that the more demanding they are the more you will give into their demands. It's all part of a the control that this person needs to feel they are good enough. Simple as that! Let them go--don't take any calls from them anymore and DON"T even think there is something wrong with NOT taking them out to show houses to again!
- If the above techniques are difficult to do--then just keep showing them houses---keep taking them out and giving them printed information on every single property you can conjure up, real or not. Do not stop until they have either disappeared on their own, worn out from your zealousness OR YOU HAVE ULTIMATELY SOLD THEM A HOUSE!!!
There you have it---a perfect guide to "WHAT TO DO WITH A LOOKIE LOU"...
You will either thank me in the event you sell one a house or you will hate me and tell me to burn in Hades for what I got you into!!