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Protecting Your Time

November 1, 2011 by Gloria Keith

 

TRICKING YOURSELF… many times on my Coaching calls I hear the following statement, "I have three really good Buyers that I'm working with. As soon as I find what they're looking for I will have a guaranteed sale! They are ready to buy it as soon as I find it.". Sounds pretty straightforward… all you have to do is find what they want. It is easy to seduce yourself into believing that you have a great Customer who is "ready to go", especially when they seem to be motivated.

There is a problem however… just because they are ready to buy and just because they are motivated,… doesn't mean that you can produce the home they want. Here's the two questions I always ask my Coaching Clients:

Q#1. "Does their budget and their requirements match up for your area?  Are their demands realistic"

Q#2. "Assuming they have the money to buy, what are the chances of the home they are looking for coming on the market in the next 30 days? What are the chances of you finding a home that meets their criteria?"

Question #1 is fairly easy to deal with. As a professional you can arrive at a fairly speedy conclusion. It is question #2 that becomes more of a challenge. If it turns out that their criteria are too specific, you could spend the next six months searching for a "needle in a haystack". There is also another intangible you must consider. No home is perfect… there are always compromises when it comes down to the final decision. A highly motivated Buyer will make more compromises than the casual "looker".  How flexible are they? The bottom line is you need to be careful that you are not hanging on to a "hope and dream" that is not likely to happen. Make sure the odds are in your favour… top Producers do not hang on to Buyers who have expectations that can't be met in the near future. Be sure you can produce what they want in a reasonable period of time. Don't try to be a magician for them… and be sure not to "trick yourself". NO Excuses.

Filed Under: Blog, Sales Training

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