With so many short sales and foreclosures on the market, buyers have become our bread and butter. Sure, we need listings, but for better or worse, it can be difficult to find a “regular” sale these days. But with the uncertainty of the economy, buyers are more anxious than ever. Here are just a few tips as to what we need to do to get our buyers to closing:
The market is going up and down and buyers are wondering when they should buy. We shouldn’t try to “push” them into making an offer. In this market they really have to do it in their own time. As the old saying goes, patience is a virtue.
Stop talking, stop selling and listen. Engage in active listening. Listen to what they are saying. This will give you cues and clues as to what they are thinking and feeling. But also “listen” to what they aren’t saying. What they aren’t saying can speak volumes.
After you have listened you can ask more constructive questions and hopefully help move the buying process further along. By asking good questions, your buyers will feel that you have listened to what they were saying.
While buyers are seemingly taking longer to make decisions or even sometimes making a decision and regretting it, there are buyers out there who are simply trying to find their dream home at a price they can afford. To the untrained eye these buyers may be thought of as “picky” or “looking for the impossible”, but I believe these can be some of the easiest buyers to work with.
No, I’m not talking about money when I say “payoff”. The payoff is actually much bigger than just money. I just completed a transaction with buyers who thought they were extremely picky, they also thought that I was extremely patient. Little did they realize that not only were they NOT picky, they were my “dream” buyers. They knew exactly what they wanted…location, size, amenities and price. We only looked at properties that met their criteria. It took us 7 months to find their dream house, but we found it. After we conducted their final walk through, right before settlement, they went back to their car and pulled out a gift bag. It was their way of saying “thank you” for being so patient in helping them find their dream house. That’s what I call a “payoff” and a client for life!
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My name is Candy Miles-Crocker and I’d love to talk to you if you still have some questions or need additional information. Fill out my online contact form or give me a call at (202) 669-1924. Check out what our valued clients have said about us on our testimonials page.
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