What is the biggest hurdle real estate agents face when doing follow-ups after home opens?
Being stonewalled by potential buyers when you are trying to qualify them and serve their real estate needs.
What you will find when you do the follow-up with most of the buyers, regardless of how much you’ve given them, the answer is going to be a resounding “we haven’t decided yet”.
For most agents, receiving the answer “we haven’t decided yet”, sounds like a tyre kicker answer. In other words, they’re just time wasters and they’re not interested.
However, when a buyer or a person comes to your home open and says, “we haven’t decided yet”, that should set off alarm bells instead saying, “yes we’re in real estate mode, we are looking to move and possibly looking to sell, but you as an agent have not built enough trust with us for us to tell you that yet”.
When a buyer comes to your home and says, “we haven’t decided yet”, that is the perfect opportunity to start servicing, to start giving.
I’ve created a number of scripts that will get more people onto your system, allowing you to instantly build rapport with that buyer and begin building trust. Once the trust is built and you’re on touch point three or four, the sellers will level with you and tell you exactly where they’re at and what they’re doing. In most cases, they will get you in to do an appraisal to potentially sell their property.
In my experience, 80% of agents run for the hills when they hear “we haven’t decided yet”. This is because as an industry we’re always looking for the quick kill, the low hanging fruit, which is understandable. However, the people who haven’t yet decided, but you’ve built trust with, they are the gold.
“We haven’t decided yet” is a phrase that should get you very excited when you hear.
As with most topics I talk about, the law of reciprocity can be used here as a great way to help people open up. Give them a cupcake, a free coffee voucher, a free macaroon, something, anything. Even the smallest of gestures at a home open will show them that you care, and you will instantly win trust.
Watch my video below where I talk to a prospective buyer who hasn’t decided yet.
Don’t forget to register for my upcoming FREE half-day Real Estate Brilliance webinar for more great strategies such as this one.
