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Rainmaker
443,220
Cindy Davis
SD Home Source Realty - San Diego, CA

You follow up and follow up and follow up...then they either get things done or they fall off the radar screen.

Jul 15, 2015 10:03 AM
Rainmaker
2,538,633
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

Good morning Chris. You have now asked what the meaning of life is, when it comes to real estate.

Jul 15, 2015 07:15 PM
Ambassador
6,356,200
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Chris, are these prospects or actual clients?

For Clients, sometimes you have to hold their hand and show them how to do each step, and if they still are not willing to sign the document or whatever is needed, then suggest that they find an agent with more spare time on his hands.

Often times this will jolt them from a shopping stage to a buying stage.

 

Jul 15, 2015 11:31 AM
Rainer
150,719
Ed Macias
Real Estate Teammates - Miami, FL
Miami FL-REO Property Management Multifamily

Some people don't like to say no. So I say it for them

Jul 15, 2015 10:45 AM
Rainmaker
7,792,895
Roy Kelley
Retired - Gaithersburg, MD

You have to educate these prospects and put them in a hold status until they are ready to move forward. 

Prospects can be in your database for months or years before actually purchasing a home or listing their home for sale.

Jul 15, 2015 10:05 AM
Rainmaker
921,504
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Doggie treats.

When your doggie follows your command, you reward with a doggie treat to reinforce "EXPECTED" behavior.

 (That imagery, with a buyer/seller makes me LOL)

Seriously, if you HAVE confirmed their commitment through 'self-selection' then you guide them forward with doggie treats.

This principle is effective in every possible application when dealing with other human beings and will endear them to you for the duration of their lives.  Wow! I can't wait to read what this is!

Train yourself to recognize any admirable action taken by another. That can be timeliness, thoroughness, kindness, selflessness, deference, love of family, love of country...and the list goes on.

Write them an acknowledgment letter commending their ONE action and what this means to you and how this act communicates to you they will be exceptional people to work with. DO NOT, DO NOT, DO NOT turn this into a thank you note. 

You will find your acknowledgment letter will elevate them to a higher version of themselves, the version you want to do business with   .....that was a good doggie.

Yes, this will take real discipline at the start, but it will irreversibly change what your eyes see.

Jul 15, 2015 10:42 PM
Rainmaker
4,853,482
Richard Weeks
Dallas, TX
REALTOR®, Broker

Cut them loose.  "aint nobody got time for that"

Jul 15, 2015 09:48 PM
Rainmaker
846,475
Marco Giancola
Beachfront Realty - Miami Beach, FL
Realtor (305)608-1922, Miami Beach Florida

At somepoint  I will ask them "what is stopping them from making an offer". Usually I can determine the next step from that answer, and sometimes its NEXT!

Jul 15, 2015 08:05 PM
Rainmaker
1,153,744
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

There is a learning curve that needs to be taught by us, eventually they'll catch up Chris.

Jul 15, 2015 08:03 PM
Rainmaker
979,496
Troy Erickson AZ Realtor (602) 295-6807
HomeSmart - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Chris - Not sure if you are talking about a buyer or seller. Buyers I can sympathize with a little more because they want to find the right home. Sellers, I would have a heart to heart with them (asking what their goals/reasons are for wanting to sell), and let them know they need to move forward, or I would just stay in contact with them and let them know I am here when they are ready.

Either way, start setting deadlines for certain things, and if they cannot commit to doing what is requested, then I would have to just keep in touch but not be as actively involved until they are really ready.

Jul 15, 2015 04:46 PM
Rainmaker
4,272,524
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

That is the biggest questions in real estate!

Jul 15, 2015 03:32 PM
Rainer
231,224
Mike Rock
Complete Design - Granite Bay, CA
Granite Bay Luxury New Construction...For Less

i have to post a question right now about this..i have seen a lot more lately of this, i agree with hand hold and one step at at time Bob Crane

Jul 15, 2015 12:01 PM
Rainmaker
3,988,007
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Got one right now and I sound like a broken record. She hasn't find a house to knock her socks off. When she does I know she will perform. 

Jul 15, 2015 11:55 AM
Rainmaker
699,277
Chris and Dick Dovorany
Homes for Sale in Naples, Bonita Springs and Estero, Florida - Naples, FL
Broker/Associate at Premiere Plus Realty

Buyers are liars.

Jul 15, 2015 10:49 AM