Pushing For The Closing : Or Pushing Over The Edge

Education & Training with (retired) TN LIC# 290452


Is it true that all buyers have weaknesses that need exploiting?

When your buyer says that he or she doesn't want the place are you motivated enough to keep going?

Do you believe that just because your client resounds with "no" that they can't be sold?

It sounds like it's time to put on the schmaltz that helps the buyer overcome their weaknesses, and that maybe you need to push them a little bit.

When does the pushing become a little bit to hard on the buyer, and when should it be applied?

How long do you keep up the momentum after the buyer's said no?


Posted by

David Saks

Time&Temp Memphis

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Bobbie Files
Success Real Estate - Taunton, MA
Realtor, Berkley, Greater Taunton Homes for Sale
Sometimes you do have to push a bit, and by push I mean dig deeper into what there "no" is about.  If you show them several homes that match their criteria and wants and they still say "no" I would question their DNA (Desire, Need and Ability) without all 3 you do not have a buyer.
Apr 28, 2008 10:18 PM #1
Shannon Livingston
John R. Wood - Naples, FL
I think this is sticky - you have to find out what the objections are really about, but I wouldn't push a property on someone that they clearly didn't want.  That is one of the biggest complaints about Realtors - showing (and pushing) property just to make their commission. 
Apr 28, 2008 11:32 PM #2
David Saks
(retired) - Memphis, TN
I agree with you, Bobbie, and thanks for commenting. Most of us could speak volumes on objections that either we or our brokerages have had to contend with. Although I would have to disagree with the DNA factor to some degree, because I know some investors well enough to know that they can can eliminate the first two letters in the formula quite well without batting an eye. Have a great week.
Apr 29, 2008 05:10 AM #3
David Saks
(retired) - Memphis, TN

Correct, Shannon. Good thoughts. Objections are nothing more than excuses and I try not to become discouraged when our agents tell me about them. If the buyer is working with others, openly or behind your back, there can be some conflicts of interest, too. Today, because of the market climate, many buyers are possessed of a psychological demeanor that their options to buy a home will become more favorable for them if they wait it out. Financing options have changed dramatically and it's much harder to qualify for financing now. The increased housing inventory is, part and partial, a direct result of this change to financing and the new legislation protecting buyers such as the anti-predatory lending laws now in effect nationwide. The advantages are that agents will begin to witness more dependably prepared buyers in the future, due to legislation, and because of better and greatly improved lending touchstones that don't by-pass the qualification standards and measures.


Apr 29, 2008 05:26 AM #4
* Rate A Home
Rate A Home - Saugatuck, MI
David, pushing (or helping) the buyers is a common part of the Profession. But pushing to hard can drive the buyer in an opposite direction. Finding the fine line and utilizing tools to show which home is the best choice for the buyer is the trick.
Apr 30, 2008 05:52 AM #5
David Saks
(retired) - Memphis, TN
Agreed, Duane. Hope your having a fine day. Thanks.
Apr 30, 2008 06:19 AM #6
Carla Harbert
Full Time REALTOR in Ohio - Brunswick, OH
RE/MAX Omega, Brunswick Ohio
One big lesson I have learned in selling/listing real estate is listening to your client. Sometimes no, means yes. I've seen it many many times. Buyers are very easily drawn into feeling remorse & second quessing feeling "did I make the right decision" or "am I really getting what I want"  - so it's important to keep positive & be prepared for objections.  - Carla
May 01, 2008 04:33 PM #7
David Saks
(retired) - Memphis, TN
So right, Carla. Preparation for objections allows you to confont and stay tuned to a client's dissent.
May 02, 2008 05:09 AM #8
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