Do you ever get stuck on how to respond when AA buyer’s tell you ‘who ever I buy through, I’ll sell through’? In this week’s COTG, I’ll help you understand the motivation behind why your prospects tell you this, while sharing with you two nice and natural responses to try out.
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.
One of the most common symptoms of a peak market is when your prospects say to you ‘whoever I buy through, I’m going to sell through’. I know how frustrating it is as an agent to hear that because logically it doesn’t make sense. Prospects should want to sell through the best agent for the job at the time, regardless of who they buy through.
Here is why they think this way.
A buyer/seller or an AA buyer have one major fear in this market.
As a buyer they are fearful of not finding or getting into the right property. So, when they say they will sell through you if they buy through you, they are really giving you an incentive to get you to help them get the property that they want. That is their motivation.
How to you handle this?
Your first response should always be “fantastic, I am going to make it my absolute mission to help you buy your next property. I want to help you get into the right place. I’m going to do whatever I can to help you find the right property so you can purchase it”. This is what they want to hear straight up. They want to hear that you are on their side to help them buy.
Once you have said they are your mission, back it up with this. “Let’s face it, you don’t know who you’re going to end up buying with. I hope it is me. However, it could be anybody. And they might not be particularly great at negotiating or you might have a really terrible experience as a buyer. You may end up not wanting to use them. Just keep this in mind when you choose to the agent to buy through, it may be different to who you sell through. However, I’m going to try find you something and hopefully then I can help you out on both sides”.
I hope that these approaches can work for you and gives you a nice and natural way to respond when you hear that from the next AA buyer. They are AA buyer’s right now, however you need to be there when they are ready to list.
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