People don't always say what they mean, so we have to listen between the lines.
For instance, "we want to wait for the market to improve" means that they want more money for their home than they can reasonably get right now.
"We think we'll just stay where we are" or "nothing seems to be as nice as what we have right now" - it's the money.
"We need to repair our credit first" or "we're waiting to make sure the market has bottomed out" - they're afraid.
"We've changed our mind" - definitely scared and probably the money.
It can be the homes we are showing it can be the money, it can be us, it can be the idea of the move itself, it can be the anticipated change - it can be lots of things. People often want to spare our feelings - or their own - so they will say something polite and let it go.
Listening between the lines can bring the real issues to light and work with them. There won't always be a successful resolution, but at least we got to work with the real issue head-on.
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For more information on my coaching and educational programs and services, visit my website stevehoffacker.com or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. You can also listen to my free podcast messages at Steve Hoffacker's Happenings . © Steve Hoffacker, 2009. All Rights Reserved.
