David Saks: Pushing For The Closing : Or Pushing Over The Edge

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

Pushing For The Closing : Or Pushing Over The Edge

                                                    pushing

Is it true that all buyers have weaknesses that need exploiting?

When your buyer says that he or she doesn't want the place are you motivated enough to keep going?

Do you believe that just because your client resounds with "no" that they can't be sold?

It sounds like it's time to put on the schmaltz that helps the buyer overcome their weaknesses, and that maybe you need to push them a little bit.

When does the pushing become a little bit to hard on the buyer, and when should it be applied?

How long do you keep up the momentum after the buyer's said no?

 




David Saks



Time&Temp Memphis

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Comment balloon 8 commentsDavid Saks • April 29 2008 03:30AM

Comments

Sometimes you do have to push a bit, and by push I mean dig deeper into what there "no" is about.  If you show them several homes that match their criteria and wants and they still say "no" I would question their DNA (Desire, Need and Ability) without all 3 you do not have a buyer.
Posted by Bobbie Files, Realtor, Berkley, Greater Taunton Homes for Sale (Success Real Estate) over 11 years ago
I think this is sticky - you have to find out what the objections are really about, but I wouldn't push a property on someone that they clearly didn't want.  That is one of the biggest complaints about Realtors - showing (and pushing) property just to make their commission. 
Posted by Shannon Livingston (John R. Wood) over 11 years ago
I agree with you, Bobbie, and thanks for commenting. Most of us could speak volumes on objections that either we or our brokerages have had to contend with. Although I would have to disagree with the DNA factor to some degree, because I know some investors well enough to know that they can can eliminate the first two letters in the formula quite well without batting an eye. Have a great week.
Posted by David Saks ((retired)) over 11 years ago

Correct, Shannon. Good thoughts. Objections are nothing more than excuses and I try not to become discouraged when our agents tell me about them. If the buyer is working with others, openly or behind your back, there can be some conflicts of interest, too. Today, because of the market climate, many buyers are possessed of a psychological demeanor that their options to buy a home will become more favorable for them if they wait it out. Financing options have changed dramatically and it's much harder to qualify for financing now. The increased housing inventory is, part and partial, a direct result of this change to financing and the new legislation protecting buyers such as the anti-predatory lending laws now in effect nationwide. The advantages are that agents will begin to witness more dependably prepared buyers in the future, due to legislation, and because of better and greatly improved lending touchstones that don't by-pass the qualification standards and measures.

                                          ds  

Posted by David Saks ((retired)) over 11 years ago
David, pushing (or helping) the buyers is a common part of the Profession. But pushing to hard can drive the buyer in an opposite direction. Finding the fine line and utilizing tools to show which home is the best choice for the buyer is the trick.
Posted by * Rate A Home (Rate A Home) over 11 years ago
Agreed, Duane. Hope your having a fine day. Thanks.
Posted by David Saks ((retired)) over 11 years ago
One big lesson I have learned in selling/listing real estate is listening to your client. Sometimes no, means yes. I've seen it many many times. Buyers are very easily drawn into feeling remorse & second quessing feeling "did I make the right decision" or "am I really getting what I want"  - so it's important to keep positive & be prepared for objections.  - Carla
Posted by Carla Harbert, RE/MAX Omega, Brunswick Ohio (Full Time REALTOR in Ohio) over 11 years ago
So right, Carla. Preparation for objections allows you to confont and stay tuned to a client's dissent.
Posted by David Saks ((retired)) over 11 years ago

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