Take The Pressure Off Your Buyers and Sellers The last thing anyone wants it to be pressured into doing is something they don’t want to do by some pushy salesman. As soon as your prospective clients feel like you’re trying to push them into something, their defense will go up and they immediately shut down and refuse to listen to logic. You may have the most compelling reasons why someone should buy or sell, but it doesn’t matter because their not listening. How do you overcome this common problem? The solution is simple. Take the pressure off by putting the decision into the future. Here are a couple of good examples: For Sellers- “I can appreciate your frustration with the drop in prices and completely understand why you’ve decided to wait until the market recovers before you re-list (or list) your property for sale. Quite frankly, that’s exactly why I wanted to talk with you. I’ve been doing extensive research on the real estate market and have identified some trends that will help you determine when in the future, will be the best time to sell. “My only request is that when you do decide to move forward, you give me an opportunity to talk to you before you make your final decision on who can best represent you”. For Buyers- “I can appreciate your decision to wait until you’re sure you’re getting the best possible price. As a matter of fact, that’s exactly why I wanted to share critical trends with you. You do want to get the best possible price, don’t you? And you do have to have the best information to do that, don’t you? I’ve been doing extensive research that I’m happy to share with you that you can keep in mind for the future. This information will be invaluable in helping you make the best possible decision.” I do, however request that when you decide it’s time to buy in the future, I have your assurance that you will give me the opportunity to represent you. Seller Argument #10- The “If You Were To Sell”, Close This close is the most compelling emotional close available and is a must do. The Question is simple: “If you were to sell today, what would it mean to you?” The answer to this questions will open the window to tremendous closing opportunities. It will give you their highest priority. And, this priority will tell you where to focus your arguments. Best of all, it will take the focus off of the “money” and put it where it really belongs, on the quality of life. Buyer Argument #10- The Housing Affordability Close Sometimes we get so used to having such a great opportunity, that we begin to take it for granted. That’s exactly what buyers have done when it comes to the affordability of housing today. If someone said to your buyer, “Congratulations, you now have the best opportunity to own, that anyone has had in over 30 years”, they would probably feel very lucky indeed. So, Take a look at the attached Chart. That’s exactly the opportunity that is in front of every buyer right now! Housing has never been more affordable in our lifetime. What does that mean to them? They can buy more house for less money when factoring in their present income, than ever before. Best of all, they can enjoy the best quality of life available to them forever, if they buy right now! Isn’t that why we work so hard in the first place? So we can make enough money to really enjoy our lives? So what are they waiting for? Buy now and love life!