How many buyers are you working with right now that are on the fence?
One, Two, Ten, or More???
Hmm… it seems to be a common problem we have right now.
Have you ever uttered these words to a new buyer you are working with:
“Now is a great time to buy … you’re in the driver’s seat!”
Well if you have, its time to wash that sentence out of your mouth if you’re noticing a lot of buyers on the fence!!!
WHY?
Because saying that, you are simply ENCOURAGING buyers to sit, look and wait.
WARNING! This is the wrong strategy to use right now!
What’s working then you ask???
Try this!
So as buyers, we all like things that are exclusive … things that we can’t have … and when we can’t have them, we want them even more, right?
So approach your new buyers this way …
Show them what they can’t have in the market (houses that have just sold, homes with multiple offers, etc) and then talk about buying.
Why you ask?
By showing them what they can’t have, we create some urgency! This shifts a buyer from “waiting” to “writing”.
Where would you rather be with a new buyer? WAITING OR WRITING?
Passion Rules!
Tom Ferry
www.yourcoach.com
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{ 3 comments… read them below or add one }
YIKES AND THANK YOU!
I HAVE BEEN SAYING THIS FOR THE PAST FOUR MONTHS!!!
THANKS TOM— CONSIDER THE WORDS BANNED IN SEATTLE!!!!
LOVE IT and now I’m off to share the word (or words that is!).
MJ
Right On! We started to do this after being a couple days into the process, which was obviously too late. I’m really stoked with the new recipee.