If you’re like most REALTORS^® in a buyer’s market, you have a few unmotivated buyers who are having trouble deciding on what or when to buy.  In markets with excess supply, many buyers tend to hold out for that ‘perfect 10’ house at the ‘perfect 10’ price, which as we know, simply does not exist.

Here are 3 steps to help you move your buyers closer to making a decision, in any market.

Step One:  Rate Each Property

Immediately after each showing, ask your buyer to rate each property out of 10 and write it down (this is important).

Step Two:  What Would Make This Property a 10?

For each property, ask, “What would it take to make this house a 10?”  They might tell you it would be a 10 if the garage was bigger or if the location was closer to their office.  This will do two things – first, it will give you a better idea of what they’re looking for, and second, it will help them narrow down the possibilities and assist them in making a decision.

Step Three:  Make it a 10!

After all the showings, if you’ve done your job right, your highest rating might be an 8 or a 9.  Let your client know that in all the years you’ve been selling real estate, you have never seen a 10 since there is always something to change – floors, bathroom, paint, etc. …and if they’re waiting to buy a 10, they may never buy a home.  Instead ask them, “Why don’t we try to make this into a 10?”

Remember that as a real estate professional, your job is to assist people in making a decision that is in their best interest.  On the flip side, here are a few tips to working with sellers in a buyer’s market.

Until next time, make it count.

Rich