The procrastination buster: three tips to get your property buyers interested

Unfortunately, when we have seen these market downturns before, it has meant a mass exodus from the real estate industry. My prediction is that many agents will be forced to leave the industry within the next 12 months in the down markets.

There are, however, many who will thrive in these conditions.

Salespeople who get this right, know how to handle the buyers who say “sales killing comments” like, “we want to think it over…” When you know how to handle this situation you will be able to lead buyers to make the decision that is right for them.

This is called the procrastination buster. It will help you to close many more sales.

When I learned how to do this I went from no sales in 7 weeks to 19 individual houses sold the very next month. This was in a really bad market.

I know this works from personal experience, so I know this will work for you as well.

Three tools to use to get your property buyers interested…

1. Proposals
   Never suggest a figure to the property buyer that is lower than the asking price. Instead, lead them to give you a figure because you really don’t know what figure they actually have in mind. Now let me explain how you do that. Run through the “I want to think it over” close.
2. Forget the flinch
   In good markets when there are few houses for sale with many buyers, it’s possible to flinch because you know that if you lose that buyer there will be another buyer for the property within a short period of time. But if you are in a market that is flat or dropping, it may be 6 months before you find another property buyer. So when you extract a proposal from a buyer, say: “Let’s put that in writing and see what the vendor says…“

3. Time
   The more time a buyer spends at the house the better. If they are there for a few minutes you know they are not interested but if they are there for a long time and then book a second inspection, that’s a very positive sign. You must be patient. It takes time to write out a formal proposal and you always leave the price until last.When you come to the price section of the proposal document, give the buyer a subtle rejection on the price before you write it on the agreement.Gauge the reaction.

   Always get the buyer up from their hope price which you got from them when they said they want to think it over.

When you met your life partner that you have now fallen in love with, you took it steady; not wanting to offend and wanting to make a great first and lasting impression.

This is what we must do with property buyers today.

Court them and impress them with your knowledge and care, then lead them to overcome procrastination and they will love you for it.

Some of the sweetest words you will ever hear are “Thanks for not being so pushy like all the other agents.”

When you hear these word I congratulate you, because you are on your way to greatness with the confidence that you are able to lead people to make the decision that is right for them.

So by handling the statement “We want to think it over”  then forgetting the flinch and having the buyers invest a lot of time in and on the right property you will make more sales and be more prosperous.

Give it a try and let me know about your success.