What to Do When You Have Indecisive Clients

You’ve shown your client over 30 homes and they aren’t interested in any of them. What should you do next?

Wow! Showing a client 30 homes is excessive. If you’re spending that much time with your client, you need to look in the mirror and make sure that you have done your due diligence. Are you the problem? Did you ask the right questions? Did you pre-qualify the buyer?If you did all of those things and you find yourself showing 30 homes then both you and your buyer are crazy. You can’t want the deal more than the buyer. If the buyer isn’t ready to buy, then they aren’t really a buyer.

Honestly, I would fire my buyer. Swim free fishy! I would refer them to another agent (and eventually collect that referral fee!).

I’m sure there are agents who would disagree with my philosophy. Why would I give up a lead? At some point those buyers will eventually settle on a home, right? Sure, maybe. But time is money and you are wasting time (and money!) dealing with indecisive buyers. Agents hold onto leads for way too long. You have to know when to cut your losses and move on!

I’ve often been told that the reason I was so successful is that I had some sort of advantage. I didn’t have any advantages. I just managed my time better. You know the saying, we all have the same 24 hours. I prioritized my time in a way that yielded the most business. For me, generating leads was much more profitable than chauffeuring around wishy-washy buyers.

When I generated, I didn’t have to tolerate, which is to say I focused on building my sphere of influence so I didn’t have to put up with crappy clients. When I was getting 30 referrals a month, I could pick and choose who I wanted to work with.

I prioritized my time, which led to crazy volume so I didn’t have to be a crazy agent and put up with crazy buyers!

Learn more about prequalifying your buyers and sellers (and download my questionnaires).

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