A very important thing to be looking at right now is are you being distracted by buyers who aren’t actually buyers.
I’m focusing on this because as I’m catching up with my clients at the moment, what I’m hearing is: “buyers have been on the ground”, “buyers are keeping at arm’s distance”, “buyers just won’t make offers”.
And when I drill into it, what am I covering is that the so called buyers, like the label of buyers, is being attached to the wrong people more than ever, in a market that is condensed in terms of buyer pool.
Click to watch the video (or simply read the transcript) below to learn more.
00:39 This is where you really can make a difference by helping your owners see who is a buyer and who isn’t. And there are the three interest groups that I talk about that you will meet your campaign.
00:51 You’ve got what we call group one, which is those hot buyers, they are buyers who nothing is getting in the way, they don’t have to wait for anything, they are ready to go the right property comes up, if they can buy it on their terms, and they feel its value, they will make a move.
01:08 The second group that we meet are not those ready. Now buyers, they are buyers in the future, because they are maybe researching. They’re waiting for divorce papers to come through. There’s something holding them back from being able to commit to something now. And they’re so easy to be distracted by this group of buyers, and group three, of course, not buyers at all, they are interested for some other reason.
01:34 Now, when you are doing your callbacks, it is so critical that you ask a really important question, you know, what prompted you to inspect this property on the weekend? Before you go to? Are they interested? Do they want a second inspection? Can you find out why they inspected? And then ask a great follow up question to that which would be Can I check in with you What would need to happen for you to commit to a property if it was the right property for you?
01:59 And you could get it on your terms? What would need to happen next? If you can use those two questions to really identify who your group one buyers are, you will be able to focus on the right people. You won’t be distracted and think you’ve got five interested parties when you may, in fact only have one who can actually do something. It’s going to help you with your vendor conversations and of course, this conversation and this education around the three different interest groups should absolutely be had with your clients well before the first inspections take place in your pre campaign meeting.
02:32 So… I wanted to share that with you today. Are you being distracted by the wrong buyers? Are you putting the label on the wrong people?
I hope that helps team and I look forward to bring you another coaching on the go soon.
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With over 17 years of industry experience Caroline has a track record of personal high performance and exceptional results. Taking her passion for Real Estate sales and her genuine interest in sharing her expertise to develop others, she was the creator of the Belle Property Academy which has delivered many $1M agents and high performing sales teams.