The real estate market is flooded with available homes and the realtor is constantly trying to sell, sell, sell. When the buyer just does not want to buy how do you convince them that today is a great time to become a homeowner? The answer to that question is you shouldn't try to convince them at all.
The word convince is similar in meaning to the word coerce. When you coerce someone into a home they may find they just do not like the home down the line and by that time they are stuck in a home mortgage with a home that they cannot resell. As adults, buyers should take their time when choosing a huge purchase such as a home. Unlike a car loan, the home loan will last for 30 years or more.
Instead of choosing to coerce or convince the buyer, the real estate agent can make changes to better aid the buyer to choose the perfect home no matter how long that process takes. The three ways to do just that are through knowledge, support and more support.
Knowledge can be attained by keeping close tabs on the market and the market trends. Offer the information on how the real estate trends effect the buying market to the client. Teaching them about how the market will change in the coming months and years offers them the information they need to choose whether to buy today or wait for a better buying time.
Support comes in two ways. The first is through accepting the buyer's words when they say they are not ready to buy. Instead of digging in and pushing the idea that today is the best the market will look, support them and offer to be there when they change their minds and decide the time is right to buy.
The second level of support takes a bit of personal effort. The real estate agent should never be pushy. A pushy real estate agent will only lead to a lack of trust between the buyer and the agent and that can mean a loss of sale when the buyer changes their mind.
The real estate agent wants to sell a home. The buyer wants to buy a home. But, the two thought processes may take two different paths in reality. The best buying time is here and the real estate agent knows that but the buyer has the final say in the sale and that needs to be supported by the agent.
| 