In every question above, your buyer or seller is making the decision to move forward.
Seller Argument #18- I Would Rather Save You Money, Than Be your Friend.
Most agents have a great concern about putting too much pressure on their Sellers and Buyers. They rationalize that if they are too pushy, they will be perceived to be a salesman. In truth, by being too cautious, an agent can easily lose credibility with their sellers. Human beings in general, like to follow a leader with confidence.
Salesmanship is no different. Be a great leader by being fearless. If you appear to be wishy-washy, you will create doubt in your Seller’s mind and they are unlikely to follow your guidance. Worst of all, if you have been using the conservative approach for the past 5 years, your Sellers have likely lost tens, if not hundreds of thousands of dollars. Stop being afraid of being too aggressive. You may want to ask yourself: “How’s that working for my Sellers?” And, “How’s that working for me?” In both cases, not to well.
Here is a great outline that will help your Sellers understand your concern for their situation and potential loss.
“My job as your advisor, is to help you manage your risk by looking at all of the possibilities. If I don’t ask the “What if’”, and “Is it possible” questions and you lose a lot of money because they happen, I’ve done you a disservice that could cost you a substantial amount of money.”
“I would rather you feel I’m being a little pushy, and save you a significant sum of money, then be timid and cost you a fortune.” I hope you can appreciate that I’m on your side.”
Buyer Argument #18- The Quality of Life Close
For over 5 years now, buyers have been taught that anything they buy in real estate must be a “steal” or they shouldn’t buy it. The rationale for this approach is due to the deflationary price cycle the industry has experienced. Now that prices in many markets are at the bottom, or even on the way back up, we should be seeing more “urgency” on the part of buyers. We’re not, because buyers have learned to sit on the fence through years of spaced-repetition.
It’s time for you as an agent to take control of the situation by reminding your buyers that the primary reason they are buying their home is because of the quality of life owning the home can provide. Change your buyer’s mindset by helping them remember that the reason they have worked hard all of their lives to make money is to provide a better quality of life for themselves and their family.
They can always make more money but they will never get back the lost time and lost memories that they could be enjoying by owning the home now.
Also, remind them that a focus exclusively on money is almost always leads to bad decisions.
Worst of all, if they guess wrong, and prices do go up, or their dream home is no longer available because someone else has purchased the best properties, they will do without their dream home “forever”.