I have been asked recently how to create buyer urgency. This has been an age old question ever since buyers and real estate professionals began to work together. What I have found is that little has changed regardless of whether it is a buyers or sellers market the basics still prevail.
Regardless of whether it is a buyer or sellers market the buyer wants to go home and think about it, well in a sellers market before they get home the property is sold because there are multiple offers on the home within hours. The next day they are back in their agent’s office, this time they make a feeble attempt by making a low ball offer, knowing full well that there are 6 other offers with 4 above full price. In a buyers market they still want to go home, think about it and low ball. This game never changes unless the agent is skilled enough to diagnose and then educates the buyer on the rules of buying. It’s your gas, your time, you should set the rules and guidelines, but first you need to know them. Read on.
Here’s how it goes; your phone rings and it’s a buyer inquiring about your internet add on a listing you have. Your immediate and first response should be “Great so you are interested in buying a home?” Confirm that they are buyers not just information seekers. If they acknowledge that they are, your diagnostic work begins. Just like the doctor you must diagnose before you prescribe. The first stage is usually conducted over the phone, by finding out when the roof over their head runs out. This determines their need for urgency, notice I said NEED not WANT.
Stay tuned for part 2 coming soon
Regardless of whether it is a buyer or sellers market the buyer wants to go home and think about it, well in a sellers market before they get home the property is sold because there are multiple offers on the home within hours. The next day they are back in their agent’s office, this time they make a feeble attempt by making a low ball offer, knowing full well that there are 6 other offers with 4 above full price. In a buyers market they still want to go home, think about it and low ball. This game never changes unless the agent is skilled enough to diagnose and then educates the buyer on the rules of buying. It’s your gas, your time, you should set the rules and guidelines, but first you need to know them. Read on.
Here’s how it goes; your phone rings and it’s a buyer inquiring about your internet add on a listing you have. Your immediate and first response should be “Great so you are interested in buying a home?” Confirm that they are buyers not just information seekers. If they acknowledge that they are, your diagnostic work begins. Just like the doctor you must diagnose before you prescribe. The first stage is usually conducted over the phone, by finding out when the roof over their head runs out. This determines their need for urgency, notice I said NEED not WANT.
Stay tuned for part 2 coming soon
No comments:
Post a Comment