It’s surprising how many deals are never put together because your buyer or seller doesn’t have enough time to put the decision on their plate. More times than not, the whole sales process can become a major obstacle to getting a buyer or seller to say yes.
For example, if a buyer doesn’t know what to offer, or what the terms should be, they may be hesitant to get back to you. This is especially true when they’re really busy with something like a big project at work or relatives visiting.
Instead of taking a chance and possibly losing the opportunity, why not make it easy for your buyer or seller to say yes. For example, if a buyer is thinking about putting an offer in on a property, let them know you’ll draft a strategy outline and send it to them. They could look at the terms that you are suggesting and make any modifications, rather than having to take the time to think out everything themselves. In this example, you may even send the agreement with the terms included and highlighted to review with your buyer.
Another example of thinking for your seller could include sending them a sample of a publication you want to use to promote their home, with a schedule of the next 2 to 3 steps you want to take. This could be sent along with the listing agreement.
The “think for them” strategy could also be used for a price reduction. If you were to send your seller a request for authorization to reduce the price, along with a list of ways you plan on broadcasting the price change, it would be very easy for your seller to authorize a price reduction.
In each of the examples above, the decision to move forward was made very easy for your client. All they had to do was sign the authorization to move forward. The easier you make it for a busy person to move ahead, the more likely they will do it now as opposed to later.