You’re in the middle of a discussion with your client and it’s not quite coming together. You really want the contract to come together because you know it’s the right thing for your client. You’re not sure just how much you can push without being offensive and losing the sale. How do you handle this situation?  The answer can almost always be found in the signals or comments you’re getting from your buyers and sellers.  This behavior is called “buying or selling signs,” or simply “buying signs.”

The presence of buying signs indicate that despite the other behavior or statements that are being made, your client is ready to move forward with the transaction. Buying signs must be identified because they are a signal that let you know it’s okay for you to gently prod your clients into moving ahead with the agreement.

When you receive a buying sign, take a step back and think about what your next closing question should be. Consider the following examples:

• Your buyer is close to making an offer and the seller behaves badly, offending your buyer. It looks like the negotiations are going to fall apart.  Although your buyer is upset, he offers to leave a check with you, just in case he decides to make an offer. This is a buying sign! This is an example of your buyer telling you that he really wants the house.  This is your cue to encourage your buyer to take the next step and present an offer under the terms that are favorable to him.
• After receiving an offer lower than the listing price, your seller asks you if you could set up an appointment to see the condo that they like.  This is a buying sign! It means your seller is ready to accept the offer, so long as they can be assured they have a place to go to.
• You’re working with a seller. They have stated several times that they are in no hurry to sell. They immediately proceed to ask you how long you think it will take to sell the home. This is a buying sign!  Despite their comments about not being in a rush, they have tipped their hand with the additional comment and really want to sell as soon as possible.
• Your buyer has made an offer which was subsequently countered by the sellers for near full price. Your sellers respond to the low offer by saying, “well, if it wasn’t meant to be, it wasn’t meant to be.” Your buyers then proceed to ask you how they should counter. This is a buying sign! Forget the first comment. They want to buy the property.
• You’re on a listing appointment and the seller has two more appointments. You know they like you, but they want to see the other agents. They ask you how long it would take for you to get their home into MLS. This is a buying sign! Don’t be shy, ask them to give you their okay so you can get started immediately. Tell them not to worry about the other agents, as you’ll be happy to call them to cancel the appointments.

 

In each of the above cases, your client is letting you know they want to move forward. This is when it’s important to come out of your comfort zone and help them move forward. Remember, buying a home is one of the single-most important decisions of their life. They want someone to help them move forward by prodding them without being offensive.  And, your willingness to provide a strong hand as guidance is what separates you from mediocrity and great success!