I’m going to say something that might make some of you feel uncomfortable.
If you’re working with a Buyer who can’t seem to make up their mind and you’ve taken them on more than two tours, that’s on you. The reason is you. Yup. I said it. It’s your fault. There are several reasons why someone hasn’t written an offer on a hone yet, and for all of those reasons, you are responsible.
Here’s why:
They either aren’t seeing what they like, they don’t have the financing sorted yet, or they aren’t emotionally prepared to purchase a home.
Any of the above obstacles could have been overcome in the initial Buyer Appointment with a thorough needs analysis and proper setting of expectations. If you’ve found yourself in this particular scenario with a Buyer, don’t beat yourself up. You get to decide if this is a loss or a lesson, and I trust you’ll choose to call it a lesson. You need to own it. Hit the brakes, stop the showings, and revisit that needs analysis. It’s remarkable how asking a few key questions can uncover things your Buyer was either reluctant to admit to you or didn’t even know themselves.
Keep This In Your Pocket
“I intend to only show you homes I’m confident that you’re going to want to buy, so in order to do that, I’d like to take a little more time with you today so we can save a ton of time in the future. Most of the Buyers I work with will write an offer on one of the first five or six homes they see, and a lot of them actually choose the first home I show them. Is it okay that we go over your needs and wants in more depth today?”
Here’s why this is powerful: you explained to them that you really care about their needs and you value their time. You’re also giving them permission to write an offer on the first home they see instead of waiting for something ‘better’ and risk losing it.
One other point: before showing a single home or going out on their first tour, confirm with them that they’re prepared to write an offer on a home today. It’s simple and an easy question, and it’ll save you so much time from catering to the toe dippers and the lookey-loo’s. You don’t need to scrimp on service to the folks who are just putting feelers out there. Explain to them how quickly the market moves and that their time is valuable. When they’re ready, you’ll be ready.
It’s Not Too Late
Listen, I’ve been there. I’ve felt pot committed and it doesn’t feel awesome to own mistakes, but you and your client are learning about each other and your client will learn that you’re not afraid to have the hard conversation. If you find yourself on your fourth, fifth, or (gasp) tenth tour with a particular Buyer, let me make it a little easier for you. Say this: “It seems we keep missing the mark and I’m afraid I may have missed something during our initial consultation. My apologies. Instead of going out for more showings, let’s set up another appointment to sit down and talk about your wants and needs again to see if we can save you more time and find your next home sooner.” Some top producing agents will do this mid-tour, y’all. Know your limits, know when to cut your losses, and know when to speak up and own that you’re not on the right path with your Buyers.
Listen, I’ve been there. I’ve felt pot committed and it doesn’t feel awesome to own mistakes, but you and your client are learning about each other and your client will learn that you’re not afraid to have the hard conversation. If you find yourself on your fourth, fifth, or (gasp) tenth tour with a particular Buyer, let me make it a little easier for you. Say this: “It seems we keep missing the mark and I’m afraid I may have missed something during our initial consultation. My apologies. Instead of going out for more showings, let’s set up another appointment to sit down and talk about your wants and needs again to see if we can save you more time and find your next home sooner.” Some top producing agents will do this mid-tour, y’all. Know your limits, know when to cut your losses, and know when to speak up and own that you’re not on the right path with your Buyers.
