Don’t Give Up When The Prospect Says “I have to think about it”
Another one that seems obvious, but if a seller is giving all the wrong signals and thinking about it, it’s the first instinct of many agents to give up and not follow up with them, not wanting to waste their time on a lost cause.
If you have already answered most of your prospects’ questions and they just seem to be stalling then get them to commit.
Talk about the burden of maintaining the empty home.
If they are renting it out, talk about that burden.
Find out what their main objection or concern is by saying something like “Is there anything else holding you back from making this important decision?”
Then address any of their concerns head on.
Do your best to overcome all of their objections for waiting and thinking more about the decision.
If they come up with a lame excuse to stall like “I never make big decisions like this until I have slept on it” then tell them that you respect that and say something like “I respect that. Don’t you feel that I can sell your home?” when they answer yes then go for the close again and say something like “then put me to work today and let me start marketing your home immediately”.