If we’re being honest: Some home buyers are challenging to deal with. Some are indecisive and unreasonable, while others are unrealistic and rude, and few of them respect your time. They may change their necessities on a whim, want to view various homes multiple times to ensure it has the right energy or simply back out of a buy at the last moment.
However, some buyers always make excuses as to why it’s not the right time to buy. You may hear things like, “Oh, interest rates are rising,” or “the economy is getting worse, Mercury is in retrograde, and I may lose my job,” or even “prices will come down in six months.” Regardless of the buyer’s excuse, savvy agents should understand how to encourage these buyers to go through with the deal. So, how do you go about this?
Tips to Encourage Challenging Home Buyers
Though there is no surefire way to convince everyone regardless of their situation, there are various approaches you can use in this case. And it all starts with understanding the circumstances that make homebuyers want to buy, so this is what we’re going to discuss. Let’s get started with a couple of quotes.
“If it is important to you, you will find a way. If it is not, you will find an excuse.”
“You can have RESULTS or EXCUSES, not both.”
#1 Their Dream Home is Up for Grabs
The easiest way to encourage those buyers who always find excuses not to buy is to find their dream home in the perfect neighborhood that checks every box. Though this is often easier said than done, it’s been proven that buyers will accept the deal when the right property is available every time. Keep in mind that the ideal homes are not corner lots or on a cul-de-sac, but they are serviced by the best school districts in the area, great parks, excellent views, and more.
#2 The Seller Hires a Professional Home Stager to Create a Gorgeous Home
At one time, properties were flying off the market, and sellers didn’t even consider having their homes staged. However, when times are slow or you’re dealing with difficult buyers, investing in a professional home stager will work to your advantage in many ways.
From the moment they first see the home on the internet to their initial showing, home staging will provide many benefits, including:
- It ensures an impeccable first impression
- It highlights the home’s best features and hides shortcomings
- It allows the potential buyer to connect with the home emotionally and picture themselves living there
- Having furniture present enables the buyer and agent a palace to sit and get a natural feel for the home
#3 The Seller is Motivated and Flexible on the Price
When it comes to buying a new home, price is always a significant factor. Speak with the selling agent or homeowner and see if you can help negotiate a better price that works for both parties. The more flexible the home seller is, the easier it will be for you to convince a buyer who keeps making excuses not to buy.
#4 The Buyers Understands the Benefits of Owning a Home
Though many people think it’s cheaper to rent rather than buy, the truth is that over the long run, it is not. Sure, the rental deposit is far lower than the down payment on a home, but the renter ultimately pays more per month than they would if they were buying in many housing markets.
Orange County, CA home prices have been on a long-term decades old uptrend. Home equity builds up fairly quick in Southern California.
Furthermore, equity pays off over time and can help the buyer achieve their long-term housing goal. Discussing these benefits with a challenging buyer may give them enough push to buy the property. Just be sure to research every benefit and explain the most significant ones.
#5 The Agent Builds Trust with the Buyer
Finally, the best way to encourage buyers is for the agent to build trust with them. Take the time to get to know your clients and listen to every detail they share. Combine this with showing empathy and asking the right questions, and you’ll make the sale every time.