SELLING REAL ESTATE IS LIKE PERFORMING AT THE IMPROV!

Lenn - as always you are "right on the Money" - Thanks for bring this to us again.  If I think a buyer is really hesitant I call the listing agent to see if there is anything in the works.  If there is nothing going on then I advise my buyers of this but I do caution them that we never never know exactly what could happen while they are "sleeping on it."  A cash buyer could walk in and make an offer in an hour that the seller could not refuse and I always tell my buyers that there is an "energy" created when a buyer is interested in a property usually resulting in another interested buyer.  I never pressure but I always give my clients every fact and will play "devils advocate" - they must have as much knowledge about the situation as I can give them.

Thanks!

I haven't had this happen yet but when I do I will know exactly how to answer. Thanks for the repost.

I never thought that being in sells would mean that I had to be an actor. Well I was wrong. Thank you for the script above. I try to learn as many postivie scripts as possible so I can be successfull at objections.  Knowing what to say and when to say it is the key to success in selling homes. Once again thank you.

All the world is a stage. It's fun to write the script as we go.

Lenn, Angela raises a great point and presents a lot of food for thought.  But this is what separates a good sales person from one that should find another line of work.  Much of this also comes from the amount of experience in what ever sales field we happen to be in.  A good sales person needs to be able to look at things from the clients point of view before answering their questions and be willing to take the time to explain things to them in away that does not make them feels like idiots.  We need to be ready for the off the wall questions, but at the same time if we take the time to hold their hand and walk them through ever thing slooooooooowly, we will avoid a lot of the off the wall questions.

Lenn, you are on the money. One of our speeches to relo families when they face this dilemna is, 50% lose out on the first home they really wanted because they did not act on it. I am not saying you should buy this home, I am only stating the facts.

Before I was an agent...when we bought a house I quit looking.  I didn't want to know what else came on the market or how much it cost.  Why torture myself?  I do the same thing with cars and other large purchases.  What I don't know....won't hurt me. 

That was a cute blog and so true, so true.  It is hard to know exactly what to say in every situation and sometimes just one wrong thing can make it all blow up in your face.

Great post Lenn about reframing the dialog so that you and the buyers are partners working towards the same goal.

Lenn- Yes, when you're "performing" on stage, you have to be sharp and keep your wits about you, otherwise the "joke" will be on you.  With the amount of inventory these days, I find myself having more of these types of conversations.

This is an excellent script on how to handle the question that we are all thrown.  Well done.

Sometimes when I come home from a long day of showing property I feel like I have been performing. The scripts and dialogs I have learned over the years come so naturally that I don't know know where they begin and I end. The trick though is to believe in what you are saying and to speak naturally.

Sometimes letting a buyer know that there are opt outs in a contract is calming to them and helps them go forward. Once they have signed the contract that have emotionally moved in their home. If due to a bad inspection they need out they are really grateful for your expertise and guidance. I never sell the buyer I let them sell themselves. Once "sold" they rarely back out!

Elizabeth Birmingham e-pro ABR CRS

http://RealtyinGrandJunction.com

http://AskforElizabeth.com 

http://www.RealtyinAspen.com

Thanks for sharing again, Lenn. Now I have some script to use.  I like your concept of getting the buyers to focus on the house, and not the agent. Great way to handle situations.

Thanks Lenn  -- very helpful post and good reminders.  Definitely have to think on our feet -- and be prepared to respond.  It helps to know that many buyers get cold feet, do worry about the unseen house, and that often if they love it, someone esle will too.  One of the frustrating things is when the client 'loses out' because of inaction and then they want to find that same house again!  Can't be done, and have to counsel them about reality again!  Usually listen more closely the second time around.

Great post.  Thanks for the reference.  I agree that we need to always be on our toes.  Clients expect us to be present, involved, and looking out for their needs.  The questions we pose are a crucial part of the performance, and as skilled Realtors, we have the knowledge base from which to formulate the most important questions and find our client's motivations. 

I loved this. Way to counter their objections. Simply perfect scripting...