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Getting Your Buyers to Buy

Properties are not selling as fast today as they did in the hot market days.  However there are a number of people financially and emotionally ready to buy.  Do you know who they are?  Even better, do you know the actual month that your client plans to make the purchase?  You could know if you had a systematic process.  Here are some things to do:

Track their Wants:  Be precise in tracking what each buyer tells you they want and what they will buy.  Using tools like the following makes collection buyers wants very easy:
       - property features
       - price range
       - pre-approval
       - down payment  

Capture their Reactions:  Record how the buyer responds and key things the buyer says and does when you provide information that matches their wants.  Use these tools to track this type of information:
       - notes & follow-up
       - appointments
       - checklists

Watch their Timing:  When communicating with your buyers, do they respond to you in a timely manner; do they give clear answers; do they provide you the necessary documents.  Interested buyers openly communicate and respond accordingly.  Tools like open items and expiration dates can assist with gauging how your buyers' communication
 

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