Today’s Ultra-Motivated Prospects

As you probably have heard by now, the housing news this past week was rather grim (to say the least!). Potential homebuyers are reading those same articles and hearing those same stories, so you need to be well prepared to counter the arguments you will likely hear in your sales office this weekend.

Are you? Are you really confident to convince someone to purchase, even if it means going against the very public bad news? I have to ask you this question: if you do not provide positive confidence to the prospect, who will?

Let me ask that again in a slightly different way (and yes, I know that typing in all caps means I am yelling…):

IF YOU DO NOT PROVIDE POSITIVE CONFIDENCE TO THE PROSPECT, WHO WILL?

Let’s be realistic about the situation. There are literally millions of people in the country right now who are living in the wrong home. They are living in a home that does not meet their needs. They have stayed for too long in a home that no longer works for their lifestyle. But they are so paralyzed by the fear of the market and by the negativity of the media that they have chosen to stay in the wrong home. In fact, they are so paralyzed by fear that they won’t even bother to go on the internet and see what’s available. They certainly won’t be in your sales office this weekend.

We call those people “non-buyers”, and that is not who I wish to talk about. I want to highlight the people who still hear the stories, who still read the papers, who are still inundated with bad housing news…and they are coming into the sales office anyway! You want to talk about motivated prospects? If you are making a phone call to a builder, or if you are filling out a web information request, or if you are visiting a sales office these days – YOU ARE MOTIVATED!!!! (Yes, I know I’m yelling!)

The sales presentation on why someone should purchase today has never been more important. Practice that – repeatedly. Practice with a positive and convincing tone. Share the news about today’s buying opportunity with energy and enthusiasm. Talk about interest rates in a tone that says, “This is unbelievable!”

Confidence is a gift you bring to your customer. Help them to see the current situation as the best long-term opportunity we have seen in our lifetimes, and not as the short-term hysteria that is keeping people from making good decisions.

Nail that down…and you’ll change their lives!