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Don't Pressure Your Clients; Empower Them



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By : Jamie Mathwig    99 or more times read
Sometimes the best way to sell is to step back and let the buyer make their decision. Unfortunately some agents, eager to make a sale or afraid that the client will refuse to buy, will hover and push to get their clients to make the “right” decision, even when the client is evincing signs of being unsure. In order to provide the highest level of service possible to clients, sometimes it’s best to give the client some breathing room.

Pressuring a client to buy, even if you know that it’s the right purchase for the client, can backfire. The client may decide not to buy because they interpret your encouragement as desperation and start wondering whether you are more concerned with your commission than with their situation. It also won’t encourage them to recommend you to friends and family.

It makes more sense to sit your clients down and explain to them (use examples) the ups and downs of the real estate market. Show them examples of homes that have sold in the area they are looking in for the price they are looking for and explain why these homes might have gone for the price that they did.

Explain that if they fall in love with a house and other people are interested in it, they may have to move fast or spend more than the initial price. Prepare them so that when they get into the real estate arena, they will understand your urgings of haste if such a situation is before them.

It also could help to go over how homes are bought and sold. First time buyers, especially, have no clue about how different home purchase is from the purchase of virtually anything else. Explain the purpose of each person involved in the real estate transaction and the paperwork involved.

The word ‘explain’ is repeated throughout this article because that is the key to reassuring your buyers: putting knowledge into their hands so that they can feel confident that you want the best for them.

Some agents might be reluctant to give clients enough knowledge about the market that they feel comfortable working within it, because they fear the clients will decamp, certain that they can do this all themselves. This is a risk you may have to take, but most clients who engage your services are doing so because they don’t want the hassle of paperwork, negotiating, etc. They will be more likely to retain you if you prove that you are concerned with their satisfaction with the home buying process.
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