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.
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.
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.
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.
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.
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.
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.