10 Tips to Turn Your Buyers Into Lookers

By
Real Estate Agent with DWELL Real Estate

1. Don't Explain

Don't explain the sales process up front. Keep them in the dark as long as possible and when they ask questions about buying a home do your best to be vague and not answer them.

2. Scare

Talk at length about how everyone is losing money in real estate. Go into long tirades about friends and clients who have lost equity as the prices have declined over the last several years. Plant the seed in the buyers head that after they purchase a home that they value of it might go down. 

3. Renting vs. Owning

Talk about all of the repairs and maintenance necessary on the home you own and how it takes up a percentage of your free time. Explain to them how renting is usually cheaper in terms of a monthly payment than owning. 

4. Foreclosures

Tell your buyer about all of the foreclosures on the market and the possibility of more to come. This will make them unsure of a purchase and the thought that a better deal is out there.

5. Overwhelm

Give your buyers the complete list of properties for sale in their price range. For example, if they are looking for a home from $250,000 to $300,000 give them a list of every house for sale in that price range. Chances are that there are a ton of them and this overwhelm them into not acting.

6. Be Nice

Be extremely nice to your clients. You don't want them to use another Realtor. If possible, make them feel sorry for you so they will feel extreme guilt if they switch Realtors. 

7. Unresponsive

Don't get back to your buyers in a timely fashion. When they email or call you give them a day or so before you respond.

8. Bad homes

When you show them homes do your best to pick the worst ones. Especially try to find the overpriced ones. Hold the best for last. Hopefully, they will give up before you show them the good ones.

9. Confuse

Don't keep things simple. Talk in circles and if you have to provide them with market information try to make it as useless as possible.

10. Boredom

Don't make the buying process fun. Be nice to your client but rarely smile. It is even good to get a little agitated every now and then. 

Do these 10 things and you stand a good chance of turning your buyers in lookers. Good luck.

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Rainer
179,139
Mark MacKenzie
Phoenix, AZ

Marc,

You make some really good points.

Selling real estate in this market is a very delicate balance.  I understand the need to sell, that's how we support our families, but in this market, I'm not convinced that it is always in a buyers best interst to buy.

Job insecurity and proerpty value losses are very real and as such, home buyers need to take them into consideration.

Feb 07, 2009 05:57 AM #1
Rainmaker
388,619
John Walters
Frank Rubi Real Estate - Slidell, LA
Licensed in Louisiana

Good read.  I have been guilty in the past of giving them too much to look over.  I learned that lesson fast.

Feb 07, 2009 08:51 AM #2
Rainer
368,652
Edward D. Nikles
Ed Nikles Custom Builder , Inc. / Nikles Realty , Inc. - Milford, PA

I think you can add talking instead of listening ! It drives me crazy when salespersons will spend all there time tellin' & not sellin' . Keepin' it Green !

Feb 07, 2009 10:24 AM #3
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Rainmaker
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Marc Rasmussen

Sarasota Real Estate
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