"Delivering Dreams......With Integrity !!!!": May 2010

How Much Are You Willing to Invest in a Potential Client?

I never have them sign a contract, and I have not lost any. 

Ok, this one is just for us! A continuation of my blog "The Sell-Before-You-Buy Dilemma"...

The question: how much time are you willing to invest in a potential client without a contract?

Here is my dilemma: I want them to list but I must convince them they will find something they want to buy.  How shall I accomplish this?

I decide to make an investment in these future sellers-come-buyers.  I decide I will take them around and show them a sampling of the inventory.  I hope they will find the process reassuring enough to encourage a listing of their home.

I take them out once - not enough.  I take them out a second time - still not sure.  I take them out a third time - and now I'm the one who's not sure?  At this point I have had 5 appointments with these people and plenty of opportunity to "convince" them. 

Right now I have 3 clients in this position.  I have no contracts with any of them, yet I am taking them around as if they were "real" buyers?  Am I wasting my time?  Are they wasting my time? 

So I ask you, the knowledge orbs out there... would you take out these people?  How many hours would you spend with them?  What kind of investment is appropriate here before it is all judged a giant waste of time?  What magic words or wands do you use to get them listed and sold?

 

"Delivering Dreams.....With Integrity!!!"

Comment balloon 1 commentSusan Morrison • May 27 2010 08:17PM
How Much Are You Willing to Invest in a Potential Client?
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