Clients Afraid of Commitment? How to Help

NEW YORK – From time to time, some clients hesitate when the moment comes that they must commit on a decision to buy or sell property.

If that happens, agents need to talk with those clients. They should start by building rapport and then coach them through their options.

For the coaching part, agents can educate clients about such things supply and demand, interest rates, and other factors that influence the market – details that can make commitment seem like a very reasonable decision.

Agents should also ask the right questions so they can identify clients’ goals and requirements. Open conversations can help identify the right property for them and guide them in right direction.

Agents also need to be transparent about potential hurdles and present offers in clear and concise terms. Sometimes buyers hesitate because they don’t understand the process or get thrown off when a detail isn’t quite as simple as they imagined.

Agents should also mention previous successful sales and emphasize their expertise to put clients at ease during the buying or selling process.

In addition, agents need excellent communication skills and should keep clients informed during the entire transaction process. This makes the client feel valued and more likely to stay engaged throughout the process.

It also helps to remember that every client is unique. Strategies and actions should be based on each client’s unique situation. This starts by setting goals and formulating a plan that’s ideal for them. Agents also need to set expectations by developing timelines, setting deadlines, and using checklists and other tools to prepare clients for what comes next to ease their anxiety about the process.

Finally, agents need to remain patient, empathetic and professional as clients make a major decision. They should be given adequate time and space to decide and not feel rushed.

Source: Inman (07/26/23) Davis, Darryl

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