Business Development - Buyers

At the start of our Business Development Workshops my opening comment is always a question. What are your major challenges in this market? With increasing frequency and in a collection of specifics, “problems with Buyers” continues to rise towards the top of the list. In some areas across the nation it is the #1 conclusive “problem”! In hard hit Michigan, an assertive agent stood up and said “bottom line Debra is that we can’t get Buyers to buy!”. With all the love and caring in my heart, and chancing developing a hostile audience, my response was “all of you can’t and you never could”.

There were murmurs, glares, fidgeting and scowls. But no one got up and left. What could have been perceived as an awkward and strained atmosphere was actually a powerful start to that particular Seminar/Workshop; “How To Survive, Thrive And Excel In Today’s Market”.
As a successful agent, I could never “make” anyone buy if they were not Ready, Willing and Able. As a manager of hundreds of agents, I never knew of one who prided him or herself on having the ability to mesmerize a so called “Buyer” into making a purchase.

And today, as a Personal Performance Coach to many of the country’s top producers, I have yet to be told that there is a “closely held secret” in converting the majority of Shoppers, Lookers, Dreamers and Explorers into successful Purchasers.

Astute Agents have accepted the fact that the market frenzy is long gone and it doesn’t look like it’s coming back in the near future. Those whose intention is to stay in business have recognized the need to change or adjust their strategies, techniques and deliveries. What worked two years ago is not working now or is not getting the desired results. What changes have you made and what changes are you planning to make?

If you have not already done so, springboard with a vision and belief that this is your type of market! This market is the catalyst for why you WILL achieve new levels of professional and financial success. For those of you, who need a little support for that vision, check you MLS statistics. Are homes being sold? Your passionate “self talk” must be “Next time I check those stats, many more of those sales will be mine”.

Let the action begin by having a strategy for earning and capturing Buyer Loyalty (not Buyer Agency) from those triple “A” Buyers.

And if they are not quite “AAA” Buyers now, have a game plan on how to “incubate” them so that they return to you when they do become Ready, Willing and Able Buyers.

Next week we’ll start working on ideas, examples and the “evidence” of what needs to be done in order for “AAA” Buyers to recognize you as different and better than your competition. And, developing the reasons why they will want you to be with them right to title passing.

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