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!
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.
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.
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.