You're probably hearing a buyer say this to you. They're saying, "Hey, I wanna wait. Let's put a pin in this because I wanna wait and see what happens with the market."
Now if they say that to you, what's your response?
The language of sales matters. We're not trying to manipulate people or push people, but we wanna understand where they're coming from. And help them understand the market a little bit better.
So my response to that would be something like this:
I'd say, "Hey, I totally get it. I wanna move at your pace. I don't want you to feel rushed at all. But I do have a question for you because I wanna understand where you're coming from: What's the value in waiting?"
I'm gonna let them answer and they're gonna probably say that they think prices or maybe interest rates will come down. And my response to that would be:
"I totally understand. And if that's where you're at, I'm totally cool with that, as I said. But...
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