I saw the following article in Broker Agent News; it's from a few years ago but I thought it would help your business.
I hope you're having a great day. Plus it's almost the weekend! A long weekend at that!!
Getting Your Clients to Buy Now
By: Maya Bailey
Have you been feeling frustrated at clients who don't seem to be able to make a decision? At the beginning they seem interested in buying, either they've contacted you or you contacted them. Then as they see some homes and may begin listening to the news about today's marketplace, they start to get cold feet.
They don't return your phone calls or e-mails, and when you finally reached them they say, "I'm not sure this is the best time to buy. I've heard prices may get lower."
At this point you can either get exasperated and give up or you can give them a good reason to buy now, one that they can't refuse.
This is a simple three step process:
First, say to them, "Did you know that Donald Trump is buying up as much real estate as he can right now?" Client, "No, really? Why?" You respond with, "Donald Trump is a very smart businessman, wouldn't you say? What he knows that other people don't know is that this is the best time in history to buy. Prices are at an all-time low and so are interest rates. It doesn't get any better than this. So he is getting great deals all over the place." After this, your client will probably say, "Wow I didn't know that." You respond with, "If you're excited about this, then let's get you a deal."
Notice the invitational quality of your last statement. Who can resist a deal? Isn't this an irresistible statement? You are offering to partner up with them to help them make money.
Watch how quickly your previously "indecisive" clients start taking action. You've done your job to tell them the facts. You've backed that up with an offer to help them make money in the same way that Donald Trump is making money. There may be objections that come up.
Here is the KEY: if you are convinced that this is the best time to buy, then they will be too. People can sense the depth of your conviction, so convince yourself first and then you will be attracting your ideal clients.