David Saks: Expecting to Sell : What's the Secret ?

David Saks - Real Estate Broker - The Real Estate Mart of Tennessee, Inc. - 4040 North Watkins-Suite #4 - Memphis, Tennessee 38127 - Phone (901) 357-4663

Expecting to Sell : What's the Secret ?


The basis for this school of thought surrounding 'expecting to sell' is the premise that every sale is taken for granted.

Do you believe, when you go in to your presentation, that there is absolutely no other thought in your buyer's mind other than buying the house?

We know that the buyer's emotional condition, his or her mental postulation, at closing could be abnormal.

If you argue, wander from the matter at hand, impose lots of inquiry, demonstrate doubts, question motives or appear negative, so will your buyer.

You have to demonstrate, to your buyer, that you're positive and assertive, that your beliefs are accepted and authoritative, and that you're confident.

These qualities will pass to your buyer.

Could it be that the secret to this technique is that you should have, at all times, absolutely no doubt in your mind that your buyer is going to buy and that you're going to sell?

The question of whether or not the buyer is going to buy should never enter your mind because you know that your buyer is going to buy.

You just have to work out the particulars and decide when your going to close.

Wouldn't a great agent appear to her buyer as if she's already sold the house?


David Saks

Time&Temp Memphis

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Comment balloon 4 commentsDavid Saks • April 21 2008 12:59PM


Great comments.  I have to agree if you are confident, it helps your buyers and seller put their trust and confidence in you, the real estate agent.  After all, aren't we advertising ourselves as the professionals?
Posted by Maria Holland, Realtor, ABR, GRI, CDPE, SFR (RE/Max Homes & Estates, ABR,GRI, CDPE, SFR) almost 12 years ago

We are, indeed, Maria...


Posted by David Saks ((retired)) almost 12 years ago
Another great post, David!  You are indeed correct that confidence certainly helps - not over confidence, though!
Posted by Leesa Finley, RED Properties - Raleigh NC Real Estate (RED Properties) almost 12 years ago

Thanks Leesa..

It's not enough to just make sure that the buyer knows what we're talking about. Make sure that you can't be misunderstood in the buyers mind, and that makes closing natural.

Posted by David Saks ((retired)) almost 12 years ago

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