Leads that sit on the fence for too long can be frustrating. Here are some of Abe and Greg’s tips to help you guide them forward!

How To Tell a Lead Is on the Fence

There are many indicators. Maybe they are asking lots of questions or doing things that delay the closing of the deal.

This harms both you and your lead as:

  1. You risk your buyers or sellers making a mistake.
  2. You lose your leads to another sales agent because you were too slow to address their concerns.

Your leads typically sit on the fence because of concerns that stem from their fear of the uncertain.

The Value of Moving Forward

You need to refocus your conversations around the logic of numbers. This is important since most of your leads care about how much they can save or gain from holding out on a deal. It is also important to keep in mind that you shouldn’t sound like you’re manipulating them to move forward through “doom and gloom” narratives. These narratives give your leads the impression that you are just there to gain a commission.

You need to make your leads realize that you are there to help them make an informed decision. Knowing that taking their time will cost them more money in the long-term will help them move forward with the deal.

In the same breath, you also have to make sure that sellers grasp that they are losing time and risk being bullied by buyers to acquiesce to unfavorable terms.

Having more time to look for properties gives you more leverage in the negotiation and makes you less vulnerable to overpayment and stress.

Fear of Missing Out: What Will It Cost Them?

Many of your leads want to hold out on closing deals because of the fear of a market crash. You have to re-shift their focus on what they could miss out on if they sit on the fence for too long. Take the predictions about the real estate market at the onset of the pandemic. Many people feared that the market would crash and held out on their offers. They lost more than what they could’ve earned if they closed their deals sooner.

Lower the Barriers (Fears) of Buying or Selling

It is important to let your buyers know that you can protect them. You can demonstrate this by writing a contingency for every fear that they may have before buying a property. This allows the buyers to have a sense of ownership with the properties, which in turn makes them more likely to acquiesce to counter-offers.

Share Success Stories

Let your clients know that they are not the only people with these concerns. Proceed by demonstrating the steps you took that helped your other clients in overcoming these fears. Of course, you have your own success stories to share. So, make sure to relate them to your leads.

Focus on the Problem and Follow Up Sooner

A lot of agents focus solely on making the sale without trying to figure out the reason behind why leads sell or buy properties.

Ask why they even want to sell their home? Maybe it’s because they want to get rid of high property taxes or the massive equity attached to their property. Figure this out and refocus your conversations around these problems and solve them for your clients.

Follow up with your leads sooner as well and help them focus on their whys instead of your dealer’s price or terms and conditions. This way, you are helping your leads zero in on their goal instead of being hesitant.

Published on Feb 11, 2022 under ,


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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