By Maya Bailey, Ph.D.
Have you been feeling frustrated with clients who don’t seem to be able to make a decision? At the beginning they seem interested in buying—either they’ve contacted you or you contacted them—then, as they see some homes, they may begin listening to the news about today’s marketplace and they start to get cold feet.
They don’t return your phone calls or emails, and when you finally reach them they say, “I’m not sure this is the best time to buy. I’ve heard prices may get lower.”
At this point you can either get exasperated and give up, or you can give them a good reason to buy now, one that they can’t refuse.
First, say to them, “Did you know that Donald Trump is buying up as much real estate as he can right now?” Client: “No, really? Why?” You respond with, “Donald Trump is a very smart businessman, wouldn’t you say? What he knows that other people don’t know is that this is the best time in history to buy. Prices are at an all-time low and so are interest rates. It doesn’t get any better than this. So he is getting great deals all over the place.” After this, your client will probably say, “Wow, I didn’t know that.” You respond with, “If you’re excited about this, then let’s get you a deal.”
Notice the invitational quality of your last statement. Who can resist a deal? Isn’t this an irresistible statement? You are offering to partner up with them to help them make money.
Watch how quickly your previously “indecisive” clients start taking action. You’ve done your job to tell them the facts. You’ve backed that up with an offer to help them make money in the same way that Donald Trump is making money.
Here is the key. If you are convinced that this is the best time to buy, then your clients will be too. People can sense the depth of your conviction, so convince yourself first and then you will be attracting your ideal clients.
Dr. Maya Bailey, Multiple 6 Figure Income Business Coach for Real Estate Professionals, integrates her 20 years of experience as a psychologist with 14 years of expertise in marketing. Her powerful transformational work creates a Success Formula for Real Estate Professionals ready to create a Multiple 6 Figure Income. To get your free report: “7 Simple Strategies to More Clients in 90 Days” and to apply for an Initial Complimentary Consultation, go to www.90daystomoreclients.com.
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