{"id":1721,"date":"2018-03-16T16:15:00","date_gmt":"2018-03-16T16:15:00","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2018\/03\/16\/prospects-off-fence-bubba-mills\/"},"modified":"2025-03-13T02:30:06","modified_gmt":"2025-03-13T02:30:06","slug":"prospects-off-fence-bubba-mills","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2018\/03\/16\/prospects-off-fence-bubba-mills\/","title":{"rendered":"Give Your Spring Some Bounce by Getting Prospects Off the Fence"},"content":{"rendered":"
\n

“Warning: dates on this calendar are closer than they appear.” <\/em><\/p>\n

<\/p>\n

Anonymous<\/p>\n<\/blockquote>\n

Spring is one of the most important times of the year for Realtors. Why? The thaw begins. Not the thaw of snow melting, but the thaw of real estate activity. It\u2019s the time of year all those folks on your \u201cwait list\u201d \u2013 those who\u2019ve said they\u2019re going to wait to buy or sell — begin to come out of hibernation. Or at least that\u2019s what you hope they do.<\/p>\n

And my best advice: be there to greet them. Not only that, but also take the initiative and begin communicating with them.<\/p>\n

\"Prospects<\/p>\n

The key to remember is this: these people have already procrastinated once, so you don\u2019t want them to do it again. They\u2019re on the fence and your job is to get them off the fence and help them resolve their real estate needs.<\/p>\n

How do you get them off the fence? Here are my tips:<\/p>\n

Explain what they could lose by waiting.<\/strong> Consumers faced with a buying scenario all have one thing in common: they don\u2019t want to lose out on something good. It\u2019s a huge motivator. It\u2019s why you always see a deadline date for practically anything that\u2019s being sold. It sets up a simple but extraordinarily effective scenario where people feel compelled to act so that they don\u2019t lose out. And it\u2019s so simple: act by this date and you don\u2019t lose. In fact, you win by getting a better price or some other benefit. It\u2019s foolproof and you should use this tactic every day. In real estate, think interest rates. If they\u2019re predicted to rise, buyers need to act or lose money on their monthly mortgage. And sellers can lose prospective buyers, too.<\/p>\n

Give examples of other clients who didn\u2019t wait.<\/strong> Marketing professors call this \u201csocial proof.\u201d People look at what others do to decide how they should act. Example: Have you ever noticed that people waiting to cross a busy street will follow the guy who decides to walk even against the red hand sign. Sure, there are no cars coming, so he walks. And everyone else is right behind him! It\u2019s the same principle with sales. People will buy what others are buying. Think of the long lines outside Apple stores when a new I-phone is introduced.<\/p>\n

Don\u2019t make it a sales call, make it an educational call.<\/strong> In essence, make the call appear like a favor. You\u2019re giving them information that can help them. This brings in another powerful persuasive element called reciprocity. When someone does a favor for you, you feel compelled to return that favor. You scratch my back, I\u2019ll scratch yours. It\u2019s worked for eons and it still works today \u2013 like a charm!<\/p>\n

Let me hear from you. What plans do you have to connect with those folks on your wait list? How can you make those calls more effective so that prospects are more receptive to your message? Do you have a script you can polish?<\/p>\n

 <\/p>\n

\"bubbaAuthor Bio<\/strong><\/p>\n

Bubba Mills is the CEO and owner of Corcoran Consulting and Coaching Inc. (<\/em>www.corcorancoaching.com\/programs<\/em><\/a>) an international Real Estate, Mortgage and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. <\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

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