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C - Buying Signals: Can you take advantage?

Spot buying signals:

It's good if the buyers talk about furniture placement (“this would work as the music room” or “the entertainment center would fit here”). Buyers who linger or take a second walk-through during the showing, definitely have appeal building. Encourage them to take off their coat, sit down and get a better "feel" of the home. 

Interested buyers ask probing questions; “What are the neighbors like?” “Where is the elementary school?” “Where are you moving?” Who, but an interested party, would ask these types of questions? Give these buyers your undivided attention.

Questions and objections (yes, objections!) are representative of true buying signals and you can learn to recognize them. Some people phrase their question in the form of an objection. Why would they verbalize an objection or ask a meaningless question unless they had some degree of interest?

Children may become enamored with your home. When everyone is present, point out how “everyone will just love living here.” The family enthusiasm could bring added weight to the parent’s decision.  

Newlyweds and first time buyers:

Newlyweds and those planning on marriage haven’t formulated what it is that they both really want. The key is, they are in that serious phase of wanting to please each other.

If one person really likes your home, play to this individual. Support their dreams and enthusiasm. Reinforce how much they’ll enjoy living here: they’ll love the neighborhood, cozy fireplace, relaxing with a morning cup of coffee in the sunroom, basement playroom possibilities, the great entertainment potential (young couples always love this concept), etc.

Get one party hooked and he or she will often use this "opportunity" to please the other.

 Downsizing provides opportunities:

If you’re downsizing or moving from house to condo, make a list of things that you’ll be getting rid of that would really help a first time buyer.

New buyers are unaware of all the additional expenses associated with owning a house. Tell them that you created this list for a first time homeowner and it contains an array of items they’ll need shortly after they move in. Then list the lawnmower, garden equipment and supplies, lawn and patio furniture, gas grill, tools,as well as the appliances, washer and dryer, window treatments, etc.

This could really impress those who hadn’t thought of these impending expenses. Besides, this "give-away" is worth a lot more than the money you'd get at a yard sale.

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