2016 has arrived, and if your business is anything like most real estate agents, you probably have at least a few buyers leftover from 2015 that still can’t quite get off the fence about what they would like to buy.
As long as they aren’t buying, you aren’t getting paid, so what can we do differently this year to motivate those buyers to pull the trigger?
Assuming that you have already spent some time with these tentative customers, you probably know a good bit about what it is exactly that is holding them back. Put that knowledge to work for you by getting inside their heads and figuring out what will get them to make a decision.
Once you are armed with a basic understanding of your clients’ perspective on the buying process, let’s work through each of these potential problems that could be holding up them back.
Are Their Finances Solid?
One of the most obvious reasons for someone to be hesitant to commit to a new mortgage is that they know (consciously or subconsciously) that they cannot afford to make that commitment.
In order to make sure that your clients are not hesitant for financial reasons, make sure that they have been pre-approved by a reputable mortgage broker that you have a track record of working with.
Are Their “Must-Haves” Reasonable?
The home buying process almost always starts out with a list of features that the buyer lists as “must-haves” for their new home. If your buyers’ are holding onto the hope that they will find an unreasonable amount of “must-haves” in their next home, then you are going to have to do some serious work to convince them that what they want is not possible.
Do You Know Their “Deal Breakers”?
Many buyers have certain things that they will not be comfortable with under any circumstances. If you are able to identify what features are deal breakers for your clients, you can save yourself an awful lot of frustration by not showing them houses that they will never go for.
Another benefit of reviewing deal breakers with your clients is that the process of describing what they don’t want in a home can also help them focus on the features that really do matter to them.
Have You Shown Them Comps?
Reviewing comparable houses that have sold recently in similar neighborhoods with your buyers is a great way to get an understanding of what they are looking for in terms of both features and price range.
Don’t Push Too Hard
Any time you find yourself working with clients that are having trouble pulling the trigger, it is important to always remain patient and never give them the feeling that you are pushing too hard. This will only give them more reason to resist getting off the fence.
The key to dealing with indecisive clients is to do everything you can to get inside their heads and understand what makes them tick. Once you get to that point, just find a way to give them what they want and you will have another commission heading your way.