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  Help your owners see who is a buyer and who isn’t. There are the three interest groups that you will meet your campaign.

00:51 Group one, which is those hot buyers, nothing is getting in the way, they don’t have to wait for anything, they are ready to go when the right property comes up. If they can buy it on their terms and they feel there is value then they will make a move.

01:08 Group two, which is those who are not ready. 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. It can be easy to get distracted by this group of buyers.

Group three, not buyers at all, they are interested for some other reason.

01:34 When doing your callbacks, it is so critical that you ask a really important questions:
What prompted you to inspect this property on the weekend?
Do they want a second inspection?
Can you find out why they inspected?

And then ask a great follow up question :
What would need to happen for you to commit to a property if it was the right property for you?
And you could get it on your terms?
What would need to happen next?

01:59 Those questions can help you identify and classify your buyers so that you can 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. ( Keep in mind that there is an educational spectrum for communicating with the 3 groups)

02:32 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.

 

*** The Bold Agent Method is the most supportive, authentic & accelerated way to Create your Successful Life through Real Estate Sales Without feeling overwhelmed, ‘salesy’, stressed or missing out on time with family & friends.***

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Caroline Bolderston

Caroline Bolderston

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.

Buyers’ needs are shifting… Are you feeling it?

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