Developing a sense of urgency

Sales Presentation Forum

	#21 -
girlclozer	Waynelong, I am not doing very much residential Real Estate these days (more commercial and investment) I have to say though that I agreee with you. Back when I sold residential, I used to take people out before they were pre-approved. A lot of my peers said it was bad idea and at times they were right. I believe though that it helped me get a couple of deals that I might not have had I insisted on a pre-approval letter.

	#22 -
waynelong	It works for me. I am not saying that is the proper way to do it but as I said I am good at reading people and so I don't usually waste much time with people who won't qualify or who are going to stiff me. I am convinced that I get a lot of deals that I would not have gotten if I had put the hard pressure to pre-qualify and/or sign a buyer brokerage agreement as soon as we met. I do move them in that direction as we look at homes.

#23 -

bmtrnavsky

Quote:

Originally Posted by KSA-Mktg

Thomas,

Here's one idea. When they refused your suggestion to write a contingent offer, you could ask them "How will you feel if the house goes under contract before we do write an offer?"

If they say they won't care, then I don't think you could generate a sense of urgency.

If they say they'll be disappointed, then you could explain that while it may seem like a small possibility to them, your experience is that it happens much more often than they might think. And, really encourage them to write the contingent offer.

You could use this most recent situation as an example. I think often buyers think that since a home has been on the market for a while, the odds of someone else making an offer to beat them out is small. But, I think that home sales go in cycles. Once the home has been promoted for a period of time, the people who are interested in buying it probably do come all at once for a period of time.

Were they pre-approved for a mortgage? Maybe that would have helped.

Kathleen

This is great advice...

Buying a home is an emotional process... I would ask the question how will you feel if the house is not available when you are ready to place an offer. If the answer is It wouldn't matter or I'd be a little disappointed I would not worry about it and just know it probably wasn't "the" house anyways. If the answer is I would be very disappointed, or I REALY like this house I would go with the logical close based on their wants.

If they still don't go for it and end up being disappointed they may fall into the class of people who just need to have it happen to them once. next time they will be ready.

-Brad

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