It can take years for some home owners
to feel ready to make a move, but you can do
more than just wait in the wings. Consider these
four ways to work with clients who are on the fence.
Prioritize clients into bucket lists. Budget your time according
to who needs your attention the most. Naomi Lempert Lopez, of
Coldwell Banker Previews International in San Francisco, classifies
clients into three buckets depending on their readiness: those who
are ready to act in 30 days, 60 days, and 90 days or longer.
Help buyers narrow their options. Connect them with a lender
to get prequalified for a mortgage so they can establish their price
range. Narrowing their choices could make them more focused and
motivated to move.
Send them into the field. Both buyers and sellers can benefit from
visiting open houses. Seeing what’s on the market can help buyers
hone their search criteria and make sellers more realistic about pricing. Discuss with clients what they liked—and didn’t like—at open
houses to identify priorities for their own transactions.
Take it slow but steady: Don’t be pushy with reluctant clients or
you risk driving them away. Use a drip marketing campaign to keep
in touch and remind them you’re available when they’re ready.
OTHER SOURCES: LORRAINE AMARAL, e-PRO, WILLIAM PITT SOTHEBY’S INTERNATIONAL, DANBURY, CONN.; ANN MARIE CLEMEN TS, AH WD, e-PRO, KELLER WILLIAMS CAPI TOL
PROPERTIES, ROCKVILLE, MD.; ALLISON GOLD, RODEO REALTY, LOS ANGELES
Make Your Connections
26 REALTOR® JULY/AUGUST 2016 REALTORMAG.REALTOR.ORG
Say This, Not That . . .
too much stuff that you need to dump.” Sherri Meadows, broker-owner,
Keller Williams in Ocala, Fla. and 2016 NAR vice president
For a filthy or smelly house, say: “I have a great contact I
could recommend that can go through and do all the pesky deep
cleaning for you. She’ll even scrub your walls, because I know I can’t
stand doing that at my house.” Don’t say: “Your walls are dirty and
your house smells shut-in.” Ashley Huizenga, Exit Realty, Davenport, Iowa
To a know-it-all client, say: “I can relate to your frustration
regarding the deadlines in the purchase contract, but truly, they are
there to protect both parties,” Meadows says. Don’t say: “You don’t
know what you are talking about.”
For the abundance of mementos in a seller’s
home, say: “It will be easier for people to
envision their own decor if they have more
of a blank slate,” Huizenga says. Don’t
say: “Buyers don’t want to see
your family portraits or your
Sometimes, it’s prudent not to say what you really
feel during difficult encounters with clients. Here are
examples of how tact and diplomacy can do wonders to
keep your business relationships on track.
For the cluttered house, say: “Homes that are staged properly
sell faster and, most times, for a higher price.” Don’t say: “You have