The buyer or seller is hesitating on signing a sales agreement/making an offer or seller is hesitant to sign listing agreement:
“I completely understand how you feel. Many of my past clients, felt the exact same way. Heck, when I’ve made the same decisions in the past, I’ve felt the same exact way. But what most of them have found is….”
Buyer OR seller is complaining that “it’s too much” or “it’s over our budget”:
“I know in my life, I’ve bought things or paid for services that I paid too little and regretted, big time. When it comes to a home, the greatest investment of my life, I’d rather pay a little more and get exactly what I want and deserve, than pay too little and regret it. I know you feel the same way. Let’s do this. Sign right there.”
They continue to hesitate or not move forward:
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.
Golden rule of working with a buyer – treat them like a buyer and they will buy.
This video goes over a simple closing dialogue you can use with a buyer after each set of homes you show them.
The “1-10” scale closing question. Remember to get the buyer to rate each category as well (Price, Location, Style/Condition) – very important.