Closing more deals... Any suggestions?

[coastal]

I'm 2X busier than last year but sales are down. I'm swamped with the curious and those who need to sell their "out of the area primary home" before they can make a move. I'm taking a group or two of people out almost every day and showing anywhere from 6 - 15 homes a day. I'm still making sales but last year people were bringing their check books with them on the first trip and now it seems like I'm taking them out on 4 or 5 different days showing them 20 - 30 homes and they still can't make up their minds. If anything I know my market better than last year, I know my product better than last year and I'm working even longer hours than last year.

Any suggestions or is it just the market?

[Borino]

I don't think there is much you can do Michael as long as you work with buyers. It's the product of times and today's market.

Only shifting your marketing more towards listings will free you up, IMO.

[ericbramlett]

Sounds like the market to me. Ours was pretty soft a few years ago, and buyers definitely took their time. Just prioritize & work harder on your clients who are ready to make a decision.

[ericbramlett]

Borino's right - make more of an effort towards listings.

[judyo]

This is something newer agents will have to get used to. Anyone that joined real estate in the Seller's Market is going to have to adjust. I remember years ago spending months with some buyers before they finally wrote an offer. It was great if a listing sold in 90 days or less. I think that's what we're moving back to and it's difficult for both agents and sellers to make this adjustment. Even though I remember those days I have to keep reminding myself!

[Boston Condo Guy]

How have you been dealing with the "curious"? Do you have a system in place for folks like this, or limitations on what you will provide to them before committing too much of your daily bandwidth to them?

[coastal]

No system as of yet. Please let me know what you recommend.

[ericbramlett]

Mike -

I'm sure you already do this (at least subconsciously) however, what he's suggesting is just a means of prioritizing. Just grade your buyers on their level of motivation. Spend more "driving time" with the buyers that are more motivated & give your less motivated buyers more "desk time."

Honestly, I think that what you're going through has to do with your market. Austin's market has been completely backwards from the rest of the country so I went through this when I was a new agent (3-4 years ago.) As the market softens, buyers get a lot pickier.

[Jason Painter]

I just got through showing a buyer 45 homes before he came out with the checkbook. I think its just a sign of the market. There is just so much inventory to choose from and everyone seems to be trying to "time" the market.