You Told Your Clients To Do What?
This was a busy week with 2 listings selling in multiple offers. When I called one of the agents to congratulate her buyers on being the winning bid, her response was, “Hurray, now I want to throw up”.
Not the usual response, but I get it.
Buyers are doing a lot right now to win. I had to laugh when another seller expressed concern about contingencies they had accepted in past contracts, which caused the sale to fall through. Things like the offer being contingent on the Buyer’s job offer coming through. It may be hard to believe, but there was a day when there were contingencies and Buyer’s had outs in the contract.
Right now it feels like a win if you still have an appraisal clause.
We’re asking a lot of our Buyers right now, and some of it is uncomfortable.
The question ends up being, how do you get your buyer to do these things without seeming pushy, or so wishy washy that they won’t step up to the plate.
The first is, you have to set your energy. (a little preview of what we will be talking about in the May Webinar).
How you deliver the information matters as much as the information itself. This is not about forcing a Buyer to make a specific decision. You can not be attached to the way they respond.
It’s important to keep you energy neutral. You are just letting them know the stakes.
One of my favorite ways to phrase things is:
“This is what I’m seeing from other buyers in the market”
This lets them know what they are up against, but leaves them empowered to make the final decision.
Versus saying something like:
“If you want this house, you have to do this” which leaves them feeling like they are being told / or forced into doing something.
It’s very important that your client feel empowered to make their own decision so that win, lose, or draw they own the result.
You didn’t make this market, you are responding to it. Your responsibility is to be honest about what it takes to win, no matter how uncomfortable, so they can make the best decision possible.
To your success!
Nicole
Still thinking about last weeks webinar announcement? We have had a record number of sign ups, and would love to have you join the party. Click here for more information.
Signup to receive Nicole's blog posts via email weekly:
Other Posts
The Real Reason We Started Experiences vs Stuff for the Holidays
We’ve been doing experiences vs stuff with the boys for years. This year we are in Palm Springs loving the sunshine. It’s a tradition we all look forward to. We’ve gone all sorts of places: Maui, Boston, New York, Costa Rica, and Ireland just to name a few. On the last night, we pick a…
Read More
Action Plan vs Business Plan
Is it just me, or does business planning overwhelm you? I’ve tried doing a traditional plan over the years. One where you: Set an income goal Figure out your average price point and income Use that to calculate the number of sales required Break it down to how many referrals to convert to appointments to…
Read More
A Common Misconception About Mindset and Energy Work…
It doesn’t mean you’re happy all the time. Pretending that ‘it’s all good’ when it’s not isn’t helpful. I’ve been doing a lot of teaching around this in my masterminds lately, and it really hit home for a lot of people this week. Emotions are meant to be felt – all of them. They are…
Read More
The #1 Question Agents Don’t Ask, But Should
If I told you one question could lead to happier clients, and more sleep for you would you add it to your conversations? I’ve coached hundreds of agents, and every time I bring up this one question it ends up in a blank stare followed by – I never thought to ask that. Ready for…
Read More
If You’re Afraid To Take A Vacation Because You’ll Lose Clients – Read This
You’re ready for a vacation, but there’s a voice in your head telling you now is not the time. You have clients that might need help. Or, you don’t have any clients and can’t risk being gone when they finally call. You’re afraid that if they even get a hint that you are somewhere else…
Read More
Your Business Is Meant To Support Your Life Not BE Your Life
Here’s what most agents think when they get into real estate: This is going to be amazing! I now have unlimited income potential, the ability to set my own hours, and live a great life. And then one of two things usually happens: You either get busy and push off life until things calm down…
Read More
Announcing The Prosper Mastermind: The Secret to A Profitable Business and An Amazing Life
It’s been a heck of a year. You’re proud of yourself for having made it this far. You’ve got lots to celebrate, but if you’re being honest, there are some things that need to change if you’re going to keep doing real estate going forward. Maybe its: Income consistency – The feast / famine thing…
Read More
Expand Your Window of Opportunity
Crisp mornings, pumpkin spice lates, leaves that change to vibrant hues of gold and orange – and a clock that seems to tick louder by the day when it comes to income goals for 2024. Welcome to Fall. In the past, I would get really anxious right about now. I would look at the calendar…
Read More
A Message From Your Future Self
There is a future you who is glad you never gave up. Keep going! Things may not be as dire as wanting to give up, but September can bring a sense of urgency in real estate. You look at the calendar and realize there is only so much time to make close transaction before the…
Read More
It’s Okay To Opt Out Of The Conversation
It’s been 2 weeks since the NAR settlement. How’s it going? Scratch that – don’t answer that. Better yet, don’t ask the question in the first place. Yes, there have been major changes in our industry. The impact to our business, depends on who you ask. I’ve talked to agents who: Can’t get Sellers to…
Read More