Securing the Buyer's Offer
The right house—at the right price—should prompt an offer to purchase. Follow these tips to help ensure that your prospects become buyers:
- Educate buyers. Reduce the fear of the unknown by preparing a chronology of events that occur during a home purchase.
- Prequalify buyers to know for certain they can afford to purchase. Being unrealistic ensures that they can’t make an offer. (See the tool kit on Questions for Prequalifying Buyers.)
- Create a strong sense of anticipation for the one or two homes you think best fit the buyers’ needs.
- Don’t let your personal preferences prejudice you against a home that might be just right for your prospects.
- Listen to their objections. Let buyers voice their concerns. Don't jump to respond.
- Remind buyers of outside motivators that should spur their actions—job transfer, inadequate size of current housing, change in family size (baby or parent coming to live). —John Cyr, Training and Supervising Real Estate Salesmen, Prentice-Hall Inc., 1972
- Paint imaginary pictures that help prospects visualize themselves in the home.
- Reinforce the buyers’ feelings. Get excited if they’re excited.
- Be sure you have all the decision makers present. If a parent or spouse needs to approve the purchase, bring them along to the showing.
- Give buyers some quiet time during the drive between showings to assimilate what they’ve seen. Don’t overwhelm them with information or idle chatter.
- Ask for the offer. Sometimes that little extra push is all prospects need.
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