We'll call if we're interested objection

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.

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?

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

Quote:

Originally Posted by KSA-Mktg

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.

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

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.

We'll call if we're interested objection

Sales Resistance Forum