Are you finding it difficult to motivate buyers? Do you keep hearing them say ‘we’re just going to wait and see how the market pans out’? Do you find they are pushing off buying as they believe a better deal could be around the corner? In the week’s Coaching On The Go, I share with you my 3 step approach to help reconnect your buyers with what really matters to them and get them back into the mode of buying.
Click to watch the video (or simply read the transcript) below to learn more.
Here is another Coaching on the Go Moment from real estate coach Caroline Bolderston.
The market has shifted. With market shifts, there are new challenges, including buyers becoming reluctant. In this market, you may start to hear buyers say “we’re just going to wait and see how the market pans out”. They begin to think that they can pick up a better deal at a better price.
So, what can you do to help your buyers stay focused on what really matters to them?
There is a 3 step approach that you can take when you begin to hear this from them. It includes 3 questions that will help get them back into the mode of buying.
Step 1: When did they start looking to buy?
Find out how long ago they decided to get into the market. Identify how long it has been since they started looking.
Step 2: What was it that made them start looking then?
Ask them why then? What was it about that time that they felt it was right to make a move? This will help to reconnect them with what they wanted to achieve.
Step 3: Where would they be right now if they would have bought back when they started looking?
Asking them this will help put them into the mindset of what they really want. Which is often less about the money and more about the lifestyle or the change they wanted in their life. It will reconnect them with whatever they are trying to move away from or whatever they are trying to gain.
Next time you’re talking to your buyers, go through those 3 questions and try to reconnect them with where they are at.
Once you have the answers, ask them this question at the very end: “What would you do then if the right or perfect property came on the market tomorrow?”
You can only ask them that question once you have reconnected them with what it really is that they are trying to achieve.
Try this out to help keep your buyers engaged and get the competition you need to clear your stock before Christmas!
If you have a genuine desire to serve your clients, work hard and become the best agent you can be – contact me via the section below to discuss how coaching can work for you.