PruCalVoices

Your words say “Yes” but your actions…not so much!
July 24, 2009 ·  

for sale photoIn any sales position, a person’s living depends a great deal on their ability to figure out who is ready, willing and able to buy and who isn’t.  In addition to understanding real estate, a Realtor® has to be able to analyze how serious a potential client is and then determine the amount of energy appropriate for that client.   We’ve all had buyers who insist buying is something they really want, when every other signal the buyer is sending screams “Not in this life time!”.  If you feel as a buyer you are not getting the attention you deserve, it could be the realtor, or it could be time for a little self reflection.    

It’s interesting that you often see this dichotomy within a couple looking together.  I’ve worked with multiple couples where it’s clearly one partner steering the home buying ship.  In each case, one partner had their sites on buying a place while the other seemed to be along for the ride.  The wanting partners would drop everything to see new properties, were going to open houses, and saving all their pennies to make it happen.  On the other hand, the foot dragging partner would make it difficult to go see properties or wouldn’t look at all, found numerous excuses as to why they didn’t like a place, and even go so far as sabotaging the financing.  All while saying that buying a house is something they really want to do.  In hind site, their motivation was more about trying to make a spouse happy than actually wanting to move.

One of the messages I continue to hammer over and over in my blogs is that you have to do what is best for you, when it is best for you.  If buying a house is something you see happening further down the road, a good realtor will work with you but don’t expect them to take you out week after week looking at properties that you aren’t able to buy now. If buying a house is not something you want, or the timing isn’t right, it’s OK…you just have to be honest with yourself and those around you.

For more about Julie Cleland and her feelings about real estate visit www.JulieCleland.com.

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Comments

4 Responses to “Your words say “Yes” but your actions…not so much!”

  1. Brian Boisson on July 27th, 2009 9:00 am

    It is all very true, Julie.

    One additional note, is if you feel that they are not ready, but more than likely will make a move in the future, just not soon, is to further “incubate” them.

    Keep them on Listing Watch, work them into a system where you keep in touch etc.

    Thanks!

    Brian

  2. Adam Chinn on July 27th, 2009 8:26 pm

    Great Post Julie,
    I would say it is safe to assume that as a Realtor all of us have come across clients that have said yes while their actions say not so much. When working with clients, buyers or sellers, it is very important for everyone to be open and honest with each other. Knowing your clients motivation and expectations are key.

    As Brian mentioned, I have met people who are interested in buying, just not now. After months or sometimes over a year of keeping in touch with them, they do end up working with me and finding a house. I believe it is about building relationships and keeping an open line of communication. Doing our best to have a win-win situation for all.

    Thanks again,
    Adam

  3. Shokoofeh Nowbakht on August 5th, 2009 11:45 am

    Julie,
    It is true that it’s difficult for some to commit to buying a house even after they decide to buy. My client saw the perfect house, but since he wasn’t ready, he brought every excuse not to buy it. I knew he just wasn’t yet 100% ready.
    Shokoofeh

  4. Dan Perkins on August 10th, 2009 10:19 am

    I think this pertains to investors as well. It’s easy to explain to a first time home buyer that they need to think of themselves (of course they don’t always listen), but investors are even more prone to just looking for the deal- no thought to investing in another state, community, or trying to match what might work better for them. In this economy, they look to what they know and places they feel comfortable with- that’s fine if you live in a market at the bottom, but otherwise they should be expanding their horizons… but, like you said, they have to say what they want, and admit that they might need some help finding it.

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