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