It’s real easy for us to get sidetracked and bogged down with minor or relatively inconsequential issues – when compared to the big picture, that is. Take for instance someone with a home to sell before they can decide on or commit to a new one.
That sounds like a pretty significant hurdle to overcome.
In fact, we may tend to dismiss them and categorize them as a non-serious buyer – or to focus on the necessity of them selling their current home more than on their stated desire to have a new home.
The point is this: they can sell their current home if they have realistic expectations and their home is merchandised or staged appropriately and priced correctly.
More than that, however, the larger point is that they need a new home. Selling their current home is just a step on the path to owning their new home. It's not the chief objective.
Let’s not forget the main goal which is to get them their new home.
Let’s get the excitement and enthusiasm pointed toward the new home.
The real point is getting them into their new home, not in selling the current home. That’s just a detail. We need to keep that in mind and help ourselves and our customers focus on the real goal.
* For more information about my consulting and coaching services visit my website stevehoffacker.com.
0 comments:
Post a Comment