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Dear Buyers: Sometimes Getting Off the Fence is a Good Thing !

By
Real Estate Agent with New Home Hunters of Fort Worth and Tarrant County

What do you do when a buyer is just plain "scared ?"

Let's call the buyer "Megan."  She is about to make a commitment on a home.  She has been looking for several months.  Megan has seen perhaps twenty homes so far.  There have been two homes she has absolutely loved, but ended up not making an offer at first.

Of course, she hesitated.  She had concerns.  It is very natural to have concerns, but sometimes a buyer just comes up with whatever they can to "slow down the buying process."

By the time Megan calmed her fears... by the time she decided there wasn't anything to be concerned about... by the time she finally called me to submit an offer... both of the homes were sold !

The next time she was hesitating about "going ahead" Megan came up with another "fearful concern."  This time she thought that the back yard was too large for her to take care of.  Megan said to me... "Karen Anne... if only the back yard were just ten or fifteen feet shorter... I wouldn't be so afraid of it being too much work."

I knew it was finally time for me to use "Old Faithful."  It was time for "Feel, Felt, Found !"

So I said to Megan:  "Megan... I understand how you feel.   I've known several other buyers who have felt the same way.  But after they bought their home and moved in, ya know... they found... that having a slightly larger back yard was actually something they were really glad they had."

Megan just sat for a minute.  Actually, she sat for several minutes.  She was thinking.  So was I.  <grin>

Then Megan turned to me and said... "Karen Anne, I think you're right.  I was just nervous.  But in thinking about what you just said... I think I'm just making something out of nothing.  Let do the paperwork, ok ?"

We "did the paperwork," I called the Listing Agent, faxed over the contract, and within eight hours, it was accepted... just as we wrote it.

This all happened about two years ago.  I ran into Megan a few days ago at the local Kroger.  She was all smiles... just so happy with her home... and so glad it had "such a nice rear yard."

The Point:  Sometimes Buyers just need to know they are not the only ones with fears.  That they are not the only ones who were really scared to make the next move.  Sometimes they just need to know... that they're not alone.

Now... I know the above example about the rear yard was kind of "small-ish."  But that's what buyers sometimes do.  But, try this.  Try the "Feel, Felt, Found" close.  Practice it whe you're driving in the car.  Practice it with one of your friends.  It really works !

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Comments (4)

Norma Toering Broker for Palos Verdes and Beach Cities
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes Luxury Homes in L.A.

An example is an excellent way to get your point across---much more effective than a lecture. 

Feb 28, 2009 12:33 PM
Ellie McIntire
Ellicott City Clarksville Howard County Maryland Real Estate - Ellicott City, MD
Luxury service in Central Maryland

Karen-Anne. What a wise sage you are. I love your advice. Now you can use Megan as your example

Feb 28, 2009 12:40 PM
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

Norma:  Lectures rarely if ever work.  Who likes to be lectured ?  Not me.  Stories are good... I like stories.  Thanks for your kind comment.  Take care...

Feb 28, 2009 12:56 PM
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

Ellie:  What a sweet thing to say... but then again, I always value all of your comments on my posts.  As you know, I have read many of your posts, too... and have always found them worthwhile.  Thanks for visiting, and thanks so much for your kind words.  Take care...

Feb 28, 2009 12:58 PM