Working With "Scared" Buyers...

By
Real Estate Agent with New Home Hunters of Fort Worth and Tarrant County

I Think That Just About Every Realtor has had a Buyer Who was Concerned about Something, had Questions about Going Ahead with Her Purchase, or... Maybe She's Was Just Scared.

What do you do when a buyer is just plain "scared ?"

Try this:

Let's call our buyer "Michelle."  She was thinking about making a commitment on a home.  She had been looking for several months.  Michelle had seen perhaps twenty homes so far.  There had been two homes she has absolutely loved, but ended up not making an offer at first.

Of course, she hesitated.  She had "concerns."

It is very natural to have concerns, but sometimes a buyer just comes up with whatever they can to "slow down the buying process."

By the time Michelle calmed her fears... by the time she decided there wasn't anything to be concerned about... by the time she finally called me to submit an offer... both of the homes were sold !

The next time she was hesitating about "going ahead" Michelle came up with another "fearful concern." 

This time she thought that the back yard was too large for her to take care of.  Michelle said to me... "Karen Anne... if only the back yard were just ten or fifteen feet shorter... I wouldn't be so afraid of it being too much work."

When I heard that... I knew it was finally time for me to use "Old Faithful."  It was time for my "secret weapon." 

It was time for "Feel, Felt, Found !"

So I said to Michelle... very slowly:  "Michelle... I understand how you feel.   I've known several other buyers who have felt the same way.  But after they bought their home and moved in, ya know... they found... that having a slightly larger back yard was actually something they were really glad they had."

Michelle just sat for a minute.  Actually, she sat for several minutes.  She was thinking.  So was I... but I kept quiet.  <smile>

Then Michelle turned to me and said... "Karen Anne, I think you're right.  I was just nervous.  But in thinking about what you just said... I think I'm just making something out of nothing.  Let do the paperwork, ok ?"

We "did the paperwork," I called the Listing Agent, faxed over the contract, and within eight hours, it was accepted... just as we wrote it.

This all happened a few years ago.  I ran into Michelle a few days ago at the local Krogers.  She was all smiles... just so happy with her home... and so glad it had "such a nice rear yard."

And honestly, she couldn't thank me enough!  I felt so glad for her I almost started crying.

The Point:  Sometimes Buyers just need to know they are not the only ones with fears.  They need to know that they are not the only ones who were really scared to make the next move.  Sometimes they just need to know... that they're not alone.

Now... I know the above example about the rear yard was kind of "small-ish."  But that's what buyers sometimes do. 

Seriously.  Try this.  Try the "Feel, Felt, Found" close.  Practice it when you're driving in the car.  Practice it with one of your friends.  Try it on your dog or cat.  You can even use it on your own children when they are afraid of something.

It really works !

~                                        ~                                        ~

Posted by

Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the leaf to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
Real Estate Best Practices
Groups:
Bartender, Make it a Double
Be The Best In Your Field
LATE NIGHT - EARLY MORNING AT ACTIVERAIN
Addicted to Active Rain
BananaTude
Tags:
tutorials
feel felt found

Comments 95 New Comment

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the cat to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Rainmaker
330,431
Sonja Patterson
RE/MAX Realty Center

Karen Anne, you knew just what this buyer needed!  I have bookmarked this post, so I can review "Old Faithful" in the future!! ;)

August 23, 2012 07:33 PM
Rainmaker
164,969
John & Irma Nelson
San Antonio Real Estate Agents - San Antonio Homes
San Antonio Real Estate Agents with Keller Williams Realty
I just love the way you tell a story. And 92 comments is wow! Well now it's 93! Great story for me to read with my cup of coffee this morning. Thanks for sharing
August 28, 2012 06:25 AM
Rainmaker
523,817
Patricia Feager, MBA, GRI, Cert Negotiations Expert, Military Relo Prof
The Little REALTOR® That Could
Keller Williams Realty

Karen Anne,

Now that's a script I can learn and remember! It's simple, effective and it will get results.

There are so many lessons to learn when you're in this business and endless possibilities to understand human behavior.

Thanks Karen Anne!

September 01, 2012 03:36 AM
Rainmaker
797,197
Lottie Kendall
Helping make YOUR dreams a reality
Today | Sotheby's International Realty

Fear, felt, found - three little words; much wisdom. Thanks, Karen Anne

September 04, 2012 06:33 AM
Rainmaker
260,368
Wayne B. Pruner
Tigard Oregon Homes for Sale, Realtor, GRI
Oregon First

Good post and good comments. I always learn something from the conversation.

November 13, 2012 07:38 PM
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the lock to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Rainmaker
995,711

Karen Anne Stone

Fort Worth Real Estate
Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the printer to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information

The Real Estate Market in Fort Worth and Tarrant County offers such a great value to both "first time" and "move up" buyers. Karen Anne's blog gives you up-to-date market news, and features many of the great homes available at great prices !