Aug 31 2016 17371 4

Aug 31 2016 17371 4

What is said and what is really being said is not always clear. When buying and selling homes, there are a few statements that can help you understand the strength of the opportunity;

"I've made alot of progress in getting my finances ready". This can be translated to "I'm not sure if I can afford this home". This is information you don't want the seller to know. When the seller is concerned, the deal is on it's way out.

"I'm not sure of my top offer". They are telling you that they are close to the max. If this isn't close to what the seller wants, keep looking.

If you hear "I have a few more questions", this is an indication that the buyers are second guessing and are cooling on the deal. A good agent can get into the clients head and get a good idea of whether the deal is going down, or if the buyers just need some reassurance. 

Another good comment to catch is " I assume there are other properties in the area that have what we want?". This should tell you that this property is the only one they've found that meets their needs for price, school district, or some similar criteria. Look hard at the deal and see if you can get it to happen. If it can work, sell it. If it's looking bad, get busy finding them an alternative or risk losing the client.

If a buyer says "They are excited about the house", do not let the selling side know. This usually means the buyers will do whatever they can to get this home. This will destroy any potential for the buyer agent to improve the deal for their client.

Pay attention to what people say. Even a shrewd customer can give away information if you are paying attention.




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Dated: August 31st 2016
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