By Mike Bodeen · 17 July 2017
Question. Does there come a time when applying a high-pressure sales approach to buying a home is the right approach?
Consider: Some home buyers buy quickly. First-time buyers would seem to fall into this category more often than not. Some buyers on the other hand will feel the need to kick a bunch of home tires before deciding which one will be “that right one.” That’s okay too. Is there a right approach? Is caution the best approach to buying? Or should a buyer jump at the first one they like?
That’s a tough question. If a buyer is just starting to look at homes and the very first one they walk into checks most all their boxes, and none of the other 4-5 they saw that day did, then I don’t think it’s a wrong move to “go for it.” In fact, they should. We’ve seen a number of buyers being very disappointed that they waited too long to pull the trigger after seeing a home on that first day.
So now comes the above question about an agent using high pressure and here I believe is the right answer: If an agent knows his client well, and believes in his heart that the client would enjoy living in a particular home, giving positive feedback to the buyer could help the buyer overcome an unwarranted fear. This would be a right approach to salesmanship.
Some resistant buyers can be fearful of making a wrong move, so they don’t move at all. Week after week they see homes that could work, but it’s not the “perfect one.” In situations like this it’s a great help to the buyer if their Realtor asks some probing questions so the buyer can gain clarity for themselves. Helping a buyer in this way can be of greater value than they may ever realize.
If on the other hand, the agent is only trying to “make the sale” and applies heavy handed “sales tactics” just to close the deal, this would certainly be an example of exerting too much pressure. In other words, the Realtor is closing the deal rather than serving the buyer’s best interest.
To my readers who know me and who have used my professional services to buy their home, I’m quite certain most all would say that the home itself sold them, not a sales tactic. It’s more like being a counselor rather than a salesman.
Check out the world’s tallest home – here in AZ.
http://www.azcentral.com/story/money/real-estate/done-deals/2017/07/17/luxury-homes-former-dodgers-third-baseman-buys-3-3-m-pv-home/473202001/