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Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

Sometimes it takes repeated failures. Sometimes it takes ONE failure, when they really loved the house.
I am of the opinion that you cannot MAKE folks do what they don't already want to do. And if they do cave to pressure, they either will bail later or be miserable and make sure everyone knows you did it. 
But you can control YOUR time and focus.
You might try a takeaway close . . . "If you're not ready, perhaps we can pick up where we left off later this year, although the market shows no signs of cooling. Still, I have some others in line behind you who are ready now, waiting for paperwork . . . "
Or just tell them it doesn't get better than this, and ask what is standing between them and an offer. Drill down until they tell you what they are afraid of.

Mar 15, 2018 09:00 AM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Sometimes it takes failures, rising prices and being priced out of the market.

Mar 15, 2018 09:02 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

ON the third rejection I hit the pause button.

"What is your thought process in determining what to offer?"

"Do you really think reducing the offer for your preferences is the right thing to do?"

"What has been the outcome using this approach?"

If their response is "I don't want to overpay' to the preceding questions, my availability becomes less convenient. I must be keenly aware this buyer rejects my suggestion, ignores the tools made available and will continue to diminish all in their environment including those they will ask me to recommend later. This may be more than I'm willing to pay.

Mar 15, 2018 09:11 AM
Lyn Sims
Schaumburg, IL
Schaumburg Real Estate Agent Retired

I think you should ask them how many contracts are we going to mark EPIC FAIL? Then see if you still want to participate. You're a business not a tour operator right?

Mar 15, 2018 11:25 AM
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

When they say they'll 'sleep on it,' I assure them that the house will be gone the following day.

When it is, they then trust that they'd better listen to my advice and NEVER sleep on a hot house!

It takes losing one for most to 'get it!'

Mar 15, 2018 09:16 AM
Ben DeHaven
Haven Realty & Investments - Winter Haven, FL
Proudly serving Winter Haven & Lakeland, Florida

Sometimes it takes missing out on a few to really believe what we are saying. Depends on the buyer. 

Mar 15, 2018 09:04 AM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

You can not motivate those that are not really motivated. I have a few clients like that. They talk about buying a house for years and do nothing, so i keep in touch, but have no expectations for any soon activities. 

Mar 15, 2018 02:03 PM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Some people figure it out and some don't. But pushing someone into a decision only leads to buyer's remorse and bigger problems down the road. At the end of the day, we can't motivate anyone... they have to be motivated to act.

Mar 15, 2018 11:48 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Have to have a heart to heart...down deep where they live and help them overcome whatever considerations live there. That's what's robbing them

Mar 15, 2018 10:46 AM
Dan Tabit
Keller Williams Bellevue - Sammamish, WA

Paul, in our crazy escalating market, I've been telling buyers conflicting things.  First, you must love the house to want to make an offer and be committed to living in it for years to come. Second, the people who buy in January are convinced they paid to much until they see what the people who buy in February had to pay, and March....  

If they are not ready, move on. If they are afraid, help them realize their fear is hurting them. 

Mar 15, 2018 09:57 AM
Richard Weeks
Dallas, TX
REALTOR®, Broker

By setting those expectiation up front when we have our first meeting.

Mar 15, 2018 09:35 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Paul S. Henderson, REALTOR®,CRS, - perfect timing! I just taught this class (from Buffini & Company's Peak Producers!)

Losing the first one is on the buyers - should not happen for the second one. If so, tell buyers - buy or bye!

Mar 15, 2018 11:04 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Sometimes they have to experience pain before they get it right, but once is enough!

Mar 15, 2018 01:57 PM
Shawn and Angela Miller
Berkshire Hathaway HomeServices Amabassador Real Estate - Lincoln, NE
Lincoln and Omaha, NE REALTORS®

After a new home buyer loses out on the first couple homes in this sellers market, they get the idea pretty quick.  I try to explain the market duirng our initial visit.  Some heed my warnings, some don't.

Mar 15, 2018 12:55 PM
Gloria Valvasori, Accredited Senior Agent
REAL Experience | REAL Commitment | REAL Results!

I would have a serious conversation with them to see if I can find out what it is that is holding them back... 

Mar 15, 2018 12:30 PM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Paul, Candice A. Donofrio expressed my feelings perfectly...A

Mar 15, 2018 12:23 PM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Sometimes it takes failure to provide the needed motivation.

Mar 15, 2018 12:16 PM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

It is willingness to get the property or attitude that matters.

A few years ago in Santa Clara, CA. A home defaulted was listed for $350K all viewers wanted to low ball. It was sold for $375K first week. After spending ~$40K to fix it up today. It will go for $1.2M first day.  When the price is higher the bidding fever is on fire.  Some will pay any price to get into a house. Today, if you show slight sign of skeptism, the realtors will buy it themselves and put house back on the market selling for way more.

Mar 15, 2018 09:29 AM
Dave Martin (703) 585-4687
Fairfax Realty - Fairfax, VA
Making Realty Dreams a Reality #WeWillGetYouHome

It depends a lot on the buyer and their learning curve and the degree to which they ENJOY rejection.

If they enjoy it too much you may want to consult your own learning curve ;-) Paul S. Henderson, REALTOR®,CRS, 

Mar 20, 2018 02:40 PM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

I show them a updates cma on the other properties that sold around it and what it was listed for and sold for.


Mar 20, 2018 10:54 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Find a home they cannot live without, and sometimes with our very strong market, it does take a few failures before they get their home.  

Mar 17, 2018 04:11 PM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Paul S. Henderson, REALTOR®,CRS, It would depend on their buying objective. Are you wasting your time with low ball offers? Are they just indecisive? There comes a time when you may just have to let them go.

Mar 16, 2018 07:51 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

We advise.  They decide.

Mar 16, 2018 06:45 AM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Sometimes it does.

Mar 16, 2018 05:58 AM
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

It often takes losing that home they fell in love with to move faster

Mar 16, 2018 05:40 AM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

If they are serious buyers they will buy . 

Mar 16, 2018 03:31 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, EXP - Stevens Point, WI
Forestland Experts! 715-204-9671

Start charging them for each showing, it costs you every time they waste time on indecision, let it cost them too.

Mar 15, 2018 08:52 PM
Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

 Fish or cut bait.

Mar 15, 2018 08:30 PM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

I tell them the facts, show them the stats and some can only learn by trial and error, many times over.

Mar 15, 2018 07:47 PM
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate

Generally speaking, yes it does take many offers being rejected. 

Mar 15, 2018 03:18 PM
PropertyMinder (AccelerAgent)
PropertyMinder, Inc. - San Jose, CA
Modern Tools for the Modern Agent

Great question, Paul S. Henderson, REALTOR®,CRS, and terrific answers, all-around! - Tim

Mar 15, 2018 02:49 PM