Question Details

Stephanie Le…, Real Estate Pro in Miami Lakes, FL

What has worked for you?

Asked by Stephanie Leon, Miami Lakes, FL Thu May 13, 2010

I want to know what has worked for other agents in keeping their Buyers motivated?

Help the community by answering this question:



In our opinion, keeping buyers motivated is all about communication....keeping buyers informed about their particular market interests. It always helps to be able to present them with the "best current values."

To accomplish this agents must have an up to date working relationship with the local real estate market inventory.

This can accomplish two important things. It not only keeps your buyer informed but establishes you as a credible resource for them. It requires time and effort but in the end.........can pay off!

Best regards,

1 vote Thank Flag Link Fri May 14, 2010
I prefer to work with clients who are self-motivated. The ancient Chinese said that in order for martial arts to be learned, there were Three Requirements - teacher, student, system. Each had to exist on it's own before learning could take place. An agent (teacher) can only present a viable property (system) to a buyer (student) who is receptive to seeing it as something they want. The teacher cannot motivate the student to learn and the student cannot motivate the teacher to teach. Knowledge blossoms (escrow closes) when both work together in harmony, fulfilling their own purposes through a shared and mutually-beneficial experience.
Peace, grasshopper.
0 votes Thank Flag Link Tue May 18, 2010
I think communication is key along with a no pressure to purchase in 2 days or 5. houses. If a buyer is pre-approved and feels comfortable with what they can afford and payment the process is easier. I think that they also need to feel it is not a race to close on the home of their dreams. Sure they won't get everything they want but I don't think they should settle just to buy either. Keeping them excited about the process also helps them stay motivated.
0 votes Thank Flag Link Mon May 17, 2010
Yes, the motivation is internal, like Don said. I have had clients ride the fence for over a year trying to decide whether or not to buy. A few weeks ago, I found them the perfect home, with everything they wanted, and they did not act. After a while, it can wear you down. I would focus on those who need to buy or relocating, having a baby, getting married..they have motivation. It's not that I don't keep the fence riders in the loop, but they will have to decide for themselves if they are truly ready to buy. Blessings to your business, Amy :)
0 votes Thank Flag Link Sun May 16, 2010
Dan's right. Buyers motivate themselves.

That motivation might simply be ownership versus renting. It might be the desperate need for more space. It might be a desire to move to a better school district. It might be a desire to reduce commute time.

But in all cases, the motivation is internal. I don't disagree with Bill that communication is important. So is sharing knowledge of the market and being straightforward with buyers.

For instance, take a buyer who's eager to buy a short sale because he's heard that they're great bargains. The agent can explain the situation in more detail, including the fact that short sales take a long time, are uncertain, and can be discouraging. That's better to hear up front than for the buyer to lose motivation 5 months after submitting an offer and still not hearing anything.

And here's an analogy: You have a football team. The players have to motivate themselves. The coaches can provide expert advice and guidance. The cheerleaders can provide emotion. The crowd can provide support and encouragement. But when it comes right down to it, it's up to the players. If they're motivated, they've got a good chance of success. If they're not motivated--internally driven--then nothing the coaches, cheerleaders, or crowd do will lead to success.

We can provide expert guidance, advice, and help. We can't provide motivation.

Hope that helps.
0 votes Thank Flag Link Fri May 14, 2010
Don Tepper, Real Estate Pro in Burke, VA
I was priced out during the bubble. I went from being $15k under buying to at least $40k under able to buy. My motivation never stopped. I kept saving and watching prices hoping I could buy some day. Now a decade later I am able to buy in certain areas once more. I expect further price drops so I am not in a hurry to buy. I will buy when I see what I want at a price I like.

The moral of the story above you ask?

A buyer motivates themself and does what they have to when they really want something. Even when it seems impossible they do what they can trying to make it happen someday.
0 votes Thank Flag Link Thu May 13, 2010
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