We'll call if we're interested objection

realtor

I showed a home today to some buyers the office gave me. They asked a lot of questions. They looked very interested. They even had a tape measure and measured for their furniture. When we were done they said if they needed any more information they would call me.

They didn't say there was a problem but they didn't write a contract either. Should I have asked if there was a problem or just left them alone?

P.S. I know people in my office can answer my questions but I'd like to get feedback from as many people as possible.

EXP Creative

My guesses:

Maybe you didn't build enough rapport for your potential clients to feel comfortable telling you what they liked or didn't like about the place. Apparently the place was in their budget because they brought their tape measure - why measure something if you know you can't afford it?

Did you ask the qualifying questions you would need to close them? It is important to find out exactly what they are looking for so that way you will be able to make the decision on whether or not it fits their needs. If they answered these questions honestly, you should have been able to tie the place you looked at into almost the perfect location for them. Maybe it was something outside the home: neighbor down the street had too many broken cars, someone's grass was too long (probably not the issue in Jan), etc.

There are more simple options as well. Maybe it was the first place they looked. I wouldn't sign a contract on the very first place I looked even if it did fit into the classification of a home I would buy. That's a big purchase that needs to be thought over a couple beers! Maybe they had an appointment to see another home and couldn't make a decision on the spot.

When all else fails and you have no idea what could have went wrong or made the client procrastinate, ask them. Ginuinely care about what they have to say. By not asking them you might have showed them that you really don't care if they get the right home as long as they get it from you.

I'm not a realtor, maybe someone can offer more industry specific information?

BTW, who was the decision maker?

KSA-Mktg

Realtor,

I would never leave a client without knowing their reaction to the house you've just showed them. I wouldn't frame it as a problem, but I'd ask questions like:

How does this home compare with others you've seen? How well do you think this home would fit your needs/family/lifestyle, etc. Can you see your family being comfortable in this neighborhood? And the list goes on, there are tons of questions you can ask to get a feel for their reaction. And, they can be asked in conversation, not like an interrogation.

Besides that, you probably want to help them find the home they'll end up buying. I'd find out what their needs are, find other listings to show them, stay in touch. You need to position yourself as their real estate advisor, not someone who just shows them the house listed by your broker that they called about. Jump in and make them clients, not just people you showed an office listing to.

Hope that makes sense.

Kathleen

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Agent Smith

This is a good point.

Even if the office says, "Just show this guy this home and report back". This is "your" business which means "your" time, travel and expenses. Make every showing count. :wi

realtor

In hindsight this was my screw up. I should have been more involved.

This is a lot of good information and I'm going to make it stick. Thank you.

BERTSKI

If they ask questions then they are gathering information. That does give you equal opportunity to ask them some questions. Another poster mentioned some good one's.

Essentially there is a lack of trust in the short relationship they had with you. Doesn't mean they they won't buy, but right now they are treating you like an order taker instead of a real estate consultant.

Get them to view you as a trusted advisor and they will volunteer or at least respond to a question, of 'What do you think?' with more than just 'We'll get back to you.'

How do you do that? Ask them off the get go what challenges they have come across looking for their home. Once they get that you understand their problems and challenges, they'll also unconsciously think you have the solution as well.

jrboyd

Question. Did you ask for the contract? If you don't ask for the sale you will never get a yes. If the give you "We need to think about it" use the ole "This house has everything your looking for right? Is it the house you need to think about? I didn't do anything to offend you did I? Well if it's not the house, and it's not me then the only thing left is the price right? Let's see what we can do to fit this into your budget... Did you want the contract under both names or just one?" close

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BERTSKI

JRBoyd,

That's a lot of pressure on the clients you are suggesting. In this instance the prospects didn't say they wanted to think about it. They said that if they 'needed any more information they would call' the salesman.

Reading that I got the impression they had no questions, just were probably preparing to compare it to another house or two.

MPrince

jr...did you get their phone number that you can call them back? I would give them about twenty-four hours and call them and, then ask all the questions you didn't ask at the showing.

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Ace Coldiron

Wow..this is an old thread. I hope Realtor nailed that sale.

I'm attracted to this discussion, and I'll mention why. Based entirely and ONLY on what Realtor shared with us, I think the buying signals were there. In other words, it looked like a pending sale to me.

There's something else. The prospect's words were "real world". After revealing the buying signals such as actually measuring for furniture, the prospect said if they needed more information they would call. That's not an objection, it's a businesslike statement. To react to it as an objection with a standard rebuttal such as the classic one used for the Think It Over Objection that JR gave in his modified version (See Tom Hopkins for the original and complete version), could jeopardize the sale.

As experienced people like JR know only too well, we can usually tell if a prospect is moving towards us or moving away. Based on the original post here, I see them as moving towards and I would indentify it as a pending sale. However, to strengthen the scenario, I would insert a promise to follow-up with them on some informational point which I would create for the purpose of follow-up.

In car sales, I think things might be different. I'm sure JR knows the guys in the business that are always waiting for all those Be Backs. "Just ask for Blue Boy when you come back in. Ill be the one holding my breath in the corner."

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