Developing a sense of urgency

Quote:

Originally Posted by Dixon Hill

So here's a question on creating "sense of urgency"...Is there a fine line between using the examples suggested by Calvin and pressure selling? Would the customers feel they're being pressured to buy/write an offer? How does one create a sense of urgency, but not appear to be pressuring customers for the sale?

--Scott

Good question Scott. I would say "How" this information is presented to the customer by the salesperson is the difference.

Old thread but still looking for more ideas. Anyone else?

Either urgency exists or it doesn't. To CREATE (the illusion of) urgency is not an act of integrity.

However, to UNCOVER an urgency certainly can serve our customer/prospect.

The two are not the same.

I own my business, and I'm also in the business of selling. If a salesperson attempts to create an urgency with me that I can clearly see does not exist, I will probably not do business with that person now or in the future.

See my post under "How I increased sales by 300%..." a little further up.

Creating that "Sense of Urgency" must be as much a part of your selling process as "Assuming the Sale" no matter the product or service.

How disappointed would you be if the home was not available tomorrow; There are several other people looking at this home; I spoke with the Listing Agent before our meeting and he assures me that there is a lot of activity on this home; The home could be on the market for the next 3 months or it could be sold tonight by another agent;

Success,

Rory Wilfong
Prospect MX

Hi all,
I know that I am new to the forum but I used the timeline selling approach and it worked great.

The trainer said in this class that you should take something very small about your product, in my case a 2 million dollar home, and point out how that its different than any other home you have seen. They were very strict about NOT using the old, "How would you feel if someone else purchased this home from under you" bit. Instead find something very small.

So I did it. I was very clear to point out during the first, second and third showing of the home, how each bathroom had the same exact tile and that made the whole house flow together. I know that sounds stupid but they wouldnt go to contract. Once I reminded them of how unique it was that this home just seemed to flow....well they purchased the home and told me that was a big reason why.

That was 37 homes ago.

Strange but it worked.

Don't sell yourself short, it wasn't just pointing this out to them, apparently it was your personality, taking the time to show them differences, just helping them. It goes to show that the competition is not at the top, it's at the bottom with the agents who don't take time with customers. Have a great day, happy selling!!

I think getting the client pre-approved helps create the urgency. They are now confident they can buy which makes them want to buy. IMO

Wayne

You should not even take a person to look at a house until they are pre-approved for a mortgage to buy a house.

Success,

Rory Wilfong
ProspectMX.com

That is usually the first step but I do show people houses first sometimes. I work them in that direction pretty shortly.

I know a lot of people believe that you should get a buyer brokerage agreement and a pre-approval before putting someone in the car but I think a client deserves the time to get know you before you put a lot of pressure on them. I am good at reading people and knowing when it is more important and when it can wait. I occasionally waste some time with someone who will never qualify but I am willing to take that risk as it doesn't happen to me very often. Everyone has their way and it is usually based on past experience.

Developing a sense of urgency

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