By Jim Droz
Pleasure in the job puts perfection in the work.
– Aristotle (384 BC – 322 BC)
CUSTOMER CONCERN: You’ve done everything you were supposed to do: you connected with the buyer, you did your research, and you showed your clients specific properties that exceeded all of their wants. You’re hard work is about pay off as your customer thinks that one of the very first homes you showed them is in fact perfect!
BUT (imagine the sound of brakes screeching to a halt), your customer is worried that they haven’t seen enough homes and there might be one that is “more perfect” out there somewhere.
How do you respond?
RESPONSE: It’s very important to tell your customers that if the home in question is indeed “perfect,” it makes no sense to risk losing it. It’s quite possible that while you’re out showing them other homes (homes that, while they might meet the needs of the customer, might not have that extra something, that intangible, that makes it “perfect”), another buyer may swoop in and buy the “perfect” home right out from under them.
Reinforce with your customers how very lucky they are to have found that “perfect” home right away and that there are plenty of buyers out there who may spend weeks or even months searching for that “perfect” home. Besides, it’s one thing to have found the perfect home, but it’s even more exciting to move in to that perfect home!