Tuesday, January 27, 2009

Do your buyer a favor. Close the deal!

When I first started in real estate I took ALL the classes. Every time some sales guru came to town peddling the latest marketing system or the latest greatest technique, I was there shelling out my hard earned money. I was sure that they had the answers and could help me on my way to greatness in real estate.
I reflect now, shaking my head about some of the snake oil salespeople who I gave my hard earned money to see. Ouch! I would hate to add it all up. I also shake my head at how badly I needed to use some of the techniques that these sales gurus preached. I sure could have used a few good closing techniques. I wished I had used my newly learned techniques to close on a buyer or two.
When sitting with a buyer getting to know them, their needs, desires, motivations, I learned not only what my clients wanted in a home but also why they wanted these amenities. This didn’t just include number of bedrooms and types of room. As an exceptional real estate agent looking out for the best interest of my client, I learned about lifestyle needs, dreams, location desired. I dug deep. Taking all these variables I scoured the MLS searching for homes that didn’t just fit but were ideal. Carefully previewing each home, scrutinizing it with this buyer’s tailored made yard stick, I filtered my list of homes from ideal to perfect.
Excitedly I showed each of these gems to my eager buyers each home perfectly meeting all their criteria. Home by home we methodically went through the list with not one contract written. What went wrong? All the homes were exactly what the buyers wanted including the right price. Why didn’t the buyer buy?
Sadly, their agent in looking out for all his clients needs forgot to ask just one simple and short question. It can be said so many ways but went unspoken… “So, what do you think, do you want to buy this beautiful home?”
OR “Can you see yourself raising your children here?”
OR “Shall we put pen to paper on this one?” The list goes on.
Back then I felt that closing on buyer was wrong especially if they were my client. I felt it was a manipulative thing to do. Unfortunately, I was completely mistaken.
So often I personally go into a new situation knowing what I want to accomplish but don’t know how to get to the outcome I desire. If only an expert on the subject, someone I could trust would help me through the process. Usually, however, nobody does and I am left to figure the tough stuff out on my own. If only…
Transfer this to our buyers who are now faced with the largest financial decision they have ever made. Their agent, who just days before talked about best interest, trust, and loyalty is now mysteriously quiet while they inwardly plead for a lifeline. If only the agent would ask, “How are you feeling about this beautiful home? Would you like to make an offer?”
“Yes,” eeks the buyer. “Thanks for asking. What do we do now?”

1 comment:

  1. wow..... that is very inspiring information. I find my self in a bind, When I know that I have to ask the questions: do you like the house, do you want to make an offer? Those statements are just so blunt. You are right though, if you don't ask, you won't get it!!!