When Should The Pursuit of a Sale End?

By
Real Estate Agent with Pat Bennett Realty

When Should The Pursuit Of a Sale End?

More and more I find that homeowners are interviewing agents before they decide whom they will choose. We all go out with our best foot forward hoping that the sale will become ours and that we don't make any mistakes.  It helps if you're working with a well known agency or organization but, you still have to promote yourself in a way that makes them feel very comfortable. 

On The Carpet

 They have already interviewed Realtors before you and are making definite comparisons.  Once you've learned to read the signs, which you should after so many presentations, you begin to know how far you need to go to capture the sale. 

 Executing the Sale

 I have found that being yourself and building rapport in the beginning is the first important step.  Then you have to give them all that you can to build their trust, this means information that let's them know that you have the knowledge and experience to take them to their goal. 

 Could be a Loss

 Sometimes it doesn't happen even with all that is said in the previous paragraphs.  There are reasons that are beyond our control.  I won't go into them here, however, when you realize that you've done your best in the presentation and they seem to sit there with a look of doubt, don't feel you need to push further for the sale.  It's sometimes difficult to guess why a sale is not going to be realized but, if you know you did your very best, then that is all that can be asked of you. Trying to persuade past the point when you think they are not being receptive won't gain more ground.  Not all of us can capture a sale even though the listing seemed promising. 

Ann Gravel, Realtor, E-Pro

Pat Bennett Realty, Plaistow, NH

 

                                     

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Rainer
48,568
Jason Gracey
Re/Max Vintage
Re/Max Vintage

This is so true Pat. There are times in every presentation when you can feel it slipping away for no reason that you can discern. To limit these times we should all strive to educate ourselves as much as we can on sales closing stretegies, meeting objections, and reading the different personality types.  The more we educate ourselves, the more we can meet people where they want to be met without making them feel we are being pushy or trying too hard to sell them something.  Good post.

Jason, Cypress, TX

July 05, 2010 11:53 AM
Rainer
22,748
Ann Gravel
Pat Bennett Realty

Thank you Jason, I felt compelled to bring this up because I know these are difficult times and agents sometimes oversell to get the listing.

July 05, 2010 12:00 PM
Rainmaker
314,298
Karen Feltman
Relocation Specialist
Cedar Rapids/Iowa City, IA Skogman Realty

I think that there is definitely a trial close or a point where you can tell if you have lost the battle.  It can be disheartening, but I know that the more that I am in front of people, the easier it is to walk away when things do not "click" the way that they should.  Sometimes it really is just personality and when that happens, we never get to the price discussion.  I do not discuss pricing with clients that are using me for a comparison to another agents' analysis and I am very upfront about that in the beginning.  I do not discuss pricing strategy with sellers until they have agreed that I am the right person to represent them.  This keeps the for sale by owners from trying to pick my brain about the market.  Best of luck to you!  Thank you for sharing.

Keep smiling,

Karen

July 05, 2010 12:17 PM
Rainer
22,748
Ann Gravel
Pat Bennett Realty

Hi Karen, thank you for such a great response.  You are absolutely right in not sharing any pricing when you know that you are being used as a comparison.  I guess this is the first question that should be raised if we are not sure that we are already selected.  Although you might be loosing the listing for not being accommodating.

Ann

July 05, 2010 02:38 PM
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Ann Gravel

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