When the buyer says or has a “budget” in their head that they “must” stick to – and they find the right house – you know it, they know it, and they’re still not moving forward and they site “budget” as their reason:
“Name(s), you can say that about your credit cards, your car payments, your insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they’re all too much. They’re all more than you want them to be but you still do them every month. This is your home. This will be in your home for many years and you’ll get used to this expense. Only difference is, it’s an investment, not just a bill. Let’s do this.”
You can also save the “It’s not just another bill, It’s an investment” if they continue with disagreeing or hesitating with moving forward.
“Name(s), you can say that about your credit cards, your car payments, your insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they’re all too much. They’re all more than you want them to be but you still do them every month. This is your home. Let’s do this.”
Then they hem and haw – “We still have to think about it more.” Or “We just can’t afford it.” Or comment that indicates they’re not moving forward NOW. You say:
“I completely understand. But you know what? This isn’t just another bill you’ll be paying. It’s an investment. It’s your domain. It’s your forced savings. It’s your wealth creator. And this home is right for you.”
They hem and haw more.