People Love To Buy But Hate To Move

Real Estate Agent with Jeff Fritzson Real Estate, Ebby Halliday Realtors 0629874

Back in my corporate days the saying went people love to buy but hate to be sold. This seemed to apply to every industry I worked. Humans in general love to buy things but hate being sold. Therefore if people love to buy, it is our job to get out of their way. In real estate what often causes people not to want to buy is the move.

All Transacations Require Moving

People still love to buy but hate to move. This means in order to attract buyers and sellers, the pain of doing nothing must exceed the pain of the dreaded move. I am personally in that position. While my wife and I would love to take advantage of this incredible seller's market here in Frisco Texas, the pain of moving outweighs the benefits of moving. This is the same for many of our potential clients. 

Knowing that a move can hinder people from starting a sales cycle can help you increase your business. After all as a sales person aren't we really just eliminating objections and issues which allow our clients to buy or sell? Remember people love to buy.

Eliminate The Pain

If you can think of any reason why a buyer or seller will not start a sales process then you can be sure they can. Think about every reason a prospect did not move forward. Some are real and some are not. What could you have done to eliminate that reason?

Cross Selling and Bundling

This could be where cross selling and bundling of services can often help. Think of all the people on ActiveRain who are not real estate agents but make a living from the real estate industry. How can you work together either with one of these people in your area? Or finding someone in your area, who may already be one of your preferred vendors and working out a better bundling of services? 

Service and Relationships

This industry is about service and relationships. Working with like minded trustworthy people can often increase your success. The next time you hear an objection to move forward, start thinking about what you could do to eliminate that objection either with new services you offer or a combination of services from your virtual team of real estate industry experts.

The problems are critical to understand, turning them into your client's success is what we as real estate agents are focused on. Each of my clients already know that when you work with me—Your Success is My Focus


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Michael Ha Elmhurst
Rego Park, Forest Hills, Jackson Heights, Corona, Middle Village - Elmhurst, NY
Woodside, Maspeth

No one can blame them.. packing, unpacking decluttering and arranging can be one big painful task.

Mar 14, 2014 06:31 PM #7
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

Jeff - You are so right, and that often is why many just stay put.  I've found at times that for us, furniture move is a big obstacle.  For some, when I tell them we will take care of this, they are so relieved.  this is a good reminder to proactive let people know we do this.

Mar 14, 2014 07:43 PM #8
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

Good morning Jeff. I had to laugh as I read your post. We had some friends that moved from CT to FL. They would almost be considered hoarders. They had an opportunity to give away or just throw away stuff/junk and yet the shipped everything.

Make it a great weekend!

Mar 14, 2014 08:45 PM #9
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

Travel light. Why transport that harvest gold washer half way around the globe? Think about it...they have plenty of harvest gold washers were you are going. You did not get the last one. Not like cars from the late 50's before the Bay of Pigs and that's all she wrote. Keep the old ones going, tinker time.

Mar 14, 2014 09:12 PM #10
Raul Rodriguez
Covenant Partners Realty - San Antonio, TX
Looking out for the client's interest and not my p

The mind set of those that can not let go is I might need this item some day.

Mar 14, 2014 09:50 PM #11
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Jeff, moving can be a monumental task. I like your idea of finding ActiveRain individuals in the local area who can help sellers overcome the hurdles.

Mar 14, 2014 10:32 PM #12
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Jeff, that's a good insight. I'm in the same place you are. I will likely build next year, but the thought of moving is daunting.

Mar 14, 2014 11:08 PM #13
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

I often hear from buyers/sellers how much they HATE moving.  I can't blame them.  It's not an easy task!

Mar 14, 2014 11:22 PM #14
Vanessa Saunders
Global Property Systems Real Estate - White Plains, NY
From Manhattan to the Catskills of New York

Having a list of trusted professionals for your client's moving process can help seal the deal, "clients for life."

Mar 15, 2014 12:09 AM #15
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

The best way to move is slowly. Time spent here is time well spent

Mar 15, 2014 12:44 AM #16
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Jeff. Boy, your title says it all, but nice post too.

Mar 15, 2014 12:48 AM #17
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

You hit upon one of the reasons for low inventory, many Americans decided to refinance and either lower their payments or improve their existing houses. On top of that the under 33 crowd is only at 34.8% homeownership as of last year. We have to create the better why for selling and moving.

Mar 15, 2014 01:14 AM #19
Brian Rugg
Rugg Realty LLC Sun City Texas 512-966-3200 - Georgetown, TX
Sun City TX Real Estate - Georgetown, TX Real Est

Hello Jeff:  I have often said (at least to those who would listen) that if people remembered how hard it is to move, no one would buy a different house.  Here in Sun City TX the clientele is by definition older and moving can be a physical, mental, and emotional challenge. 

Mar 15, 2014 01:36 AM #20
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

Jeff, Love the title.  That is so spot on.  We need to offer services to help facilitate our clients' move. It helps remove some of the overwhelm feelings many have. 

Mar 15, 2014 03:02 AM #21
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

It is interesting that real estate professionals rub elbows with a great many auxilary services to our industry.  Yet, we seldom refer or recommend those who offer moving services.

Mar 15, 2014 03:35 AM #23
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Jeff - that is a different twist on the statement we all know.  And I think you really laid out a great solution.  Become their assistant buyer buy helping them with every roadblock of moving and using your strategic partners.

Mar 15, 2014 06:10 AM #24
Carla Muss-Jacobs, RETIRED
RETIRED / State License is Inactive - Portland, OR

I know a listing agent I referred to a buyer in another state and the agent helped the buyer load up a POD.  The agent got her son's boy scout troop together to do that.  It was a wonderful idea!

Mar 15, 2014 07:00 AM #25
Anne Hensel
South Beaches Real Estate Professionals - Saint Petersburg, FL
Realtor - Broker - St. Pete Beach, Treasure Island

What  a great article from the catchy title to the great suggestions about moving! Thanks!

Mar 15, 2014 07:19 AM #26
Jeff Fritzson: Frisco Real Estate Pro
Jeff Fritzson Real Estate, Ebby Halliday Realtors - Frisco, TX
Your Success is My Focus!

Thank you all for taking the time to write a comment and read the post. I think I finally have a stabl internet connection once again and will be making my way around to post more frequebntly than I have been.

It is amazing how much I learn from your comments. The communication in this community creates tremendous learning opportunities. Thank you.

Mar 15, 2014 07:29 AM #27
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Jeff, when we left Bartlett IL 9 years ago, the move was excruciating. I don't plan on making another move for a very long time.

Mar 15, 2014 01:10 PM #28
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