Rubicon_Crossings_Team

Learning and growing

2013-11-22T06:38:00.001-08:00

"Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young."

-- Henry Ford, Industrialist

Last night we had a small but good RUBICON DREAM TEAM meeting. We mainly discussed the importance of "relationship building" and our ideas on monthly marketing, phone calls and expired listings.

Get in the mood to learn and let's grow exponentially! Hope to see you at the next team meeting which is the Thurs after Thanksgiving at 5:15pm sharp at Charlie's Pizza.

Buyer's Remorse?

2013-08-23T05:24:00.000-07:00

Helping a Client Through Buyer's Remorse

A small amount of buyer's remorse can be natural, but how do you help clients whose fears get the best of them? These four tips may offer solace.

AUGUST 2013 | BY JEFF SHORE

Just how real is buyer’s remorse? Is it a natural occurrence, or have we projected this fear into the clients’ minds? Is this something that needs to be addressed up front, or should we wait until we see signs of a possible cancellation?

There are a number of opinions on these questions, so let’s look some of the fears a client may experience while making a buying decision to see if there are some clues about the validity of this phenomenon.

The Customer’s Fears:

Fear of change. This is one of the most serious issues that a customer will ever deal with, and it can have a crippling effect for some people. This explains why so many people don’t move forward at all, rather than deal with their discomfort.

Fear of commitment. There is no such thing as an independent financial decision. Every financial decision we make affects every other financial decision we make, and your customers know this at some intrinsic level. Once the decision is made, it rules out all other choices — and remorse is an immediate sign that the comfort level is not as strong as it needs to be.

Fear of a bad choice. There are so many decisions out there. Buy or rent? Cash or mortgage? New or existing? Neighborhood A or neighborhood B (or C or Y or Z)? Three bedrooms or four? Or five? I could go on. The sheer volume of choices makes for a difficult night’s sleep, with plenty of time in the dark to reconsider each decision.

Fear of being taken advantage of. No one wants to look the fool. No one wants to find out later that the smooth-talking salesperson who coaxed a buyer into a compromise was actually a shyster. They trust you now, but will you still be there for them down the road?

Fear of the unknown. This might be the most disturbing and distressing concern of all. The issue is not whether the buyers have all the right answers. The real concern is that they don’t even know the right questions. So much of the purchase decision is a great mystery. Within this understandable ignorance lies a great deal of apprehension and, left unattended, these fears can lead to a cancellation.

To fully understand buyer’s remorse we must first acknowledge that purchase decisions tend to be emotional. We fall in love with something and get that dopamine rush that is associated with anticipation of an event. We imagine the ownership and we look forward to how our lives will improve.

Because we tend to be emotional creatures making emotional decisions, we must also understand that emotions can be fleeting. As soon as the transaction takes place the emotions start to wane and we are left with our fears. Unless we have someone who can help us deal with this problem in advance, the issue will cause an otherwise successful transaction to unravel.

If you want to get your hands around this issue, you need to put yourself in the customer’s shoes. Buyer’s remorse is a very real malady that must be dealt with. Here are a few suggestions:

1. Educate the Customer: Your client needs to know how common buyer’s remorse is. Let them know that they are not alone in what they are experiencing, and that we all go through this to some degree. Then share a third-party story about another customer that experienced remorse but decided to hang in there and buy the home they love. You can also use this opportunity to remind them of all the positive reasons why they decided to purchase in the first place.

It’s okay to warn your client at the time of contract that buyer’s remorse really happens, just as it happens with every major decision we make in life. Most everyone who gets engaged, for example, at least ponders the permanency of marriage. The decision to purchase a home is one of the most important choices we will make in our lifetime — of course there will be second-guessing. That evaluation time allows us the opportunity to further cement into the logical side of our brains the conviction that we have made a good choice.

2. Inform Them of the Consequences of Backing Out: If as a salesperson you have a hard-line philosophy on contracts, it is your responsibility to let the customer know this at the time of purchase. There’s no question that buyers can get cold feet as the process continues, with earnest money and deposits and inspections sometimes all seeming like reasons that purchasing a home can fail — and each one gives nervous buyers a chance to talk themselves into the notion that maybe they’re making a mistake.

The key is to adopt a two-toned approach. Firmly explain to the customer the consequences of a cancellation while they are emotionally tied to the transaction — that is, at the time of the contract. Don’t be wishy-washy, and don’t give them a hint that they can walk away without recourse. In the meantime, reassure them that all of the inspections and contingencies and paperwork are there ultimately to reassure them that they’re making a good purchase. As you draw out the issues they’re having, point out the remedies that are built into the process and build their confidence to the point where it drives away their fears.

3. Reconnect with the Emotion: When a customer hints that they’re having second thoughts about the purchase, you’ll want to take them back to the frame of mind they were in when they decided to buy. That decision was made at an emotional high point in the interaction: when they fell in love with what the seller was offering. Try to recreate that in a description. Refresh their minds and connect them back to the moment they fell in love with the property, and remind them of their reason for making the purchase.

4. Buy Some Time: Your customer made an emotionally based decision to purchase. That’s good. What you don’t want is for the customer to make an emotionally based decision to cancel the transaction. Fear-based cancellations are painful because the customer rarely makes a good decision under negative stress. Try to get your customer to take the time to allow the emotion to subside and balance it with logic.

I have an affection for the title of “sales counselor” as the most apt description for salespeople. Nowhere is this title more appropriate than in dealing with people who are thinking about walking away. This is where our role of counselor comes into play and helps us to act in the best interests of both our company and our clients.

Target for Referral Riches

2013-06-05T09:27:00.001-07:00

See this article and set up a system to reward referrals!

Review article here: Target for Referral Riches

Dont wait until the market is hot and you are left behind

2013-03-18T04:35:00.001-07:00

Get Fired Up! We have real estate pre-licensing class tonight and you can join us!

Classes are held every Mon & Thurs evening at 6:00 pm at Charlie's Pizza, 380 Prospect St, E Hartford. It is a rotating schedule so you all the flexibility you need. No excuses.

Are you or someone you know interested in starting a new career in real estate...even part-time for a 2nd income?

Now is the time to learn about real estate and get into the market before it gets hot!

Rubicon Crossings School of Business is offering the Real Estate Principles & Practices class approved by the State of CT to prepare them to take the State Exam.

Learn more at http://CTRealEstateSchool.info, or call Rob Rosa at (860) 558-2122.

Cost is $399 and $75 for books if you need them. You can get started with as little at $100 down for the class today.

We even have the products to help you prepare ONLINE for the Real Estate Licensing Exam, visit our page at http://rubiconcrossings.tripleclicks.com

Introducing Brenda!

2013-03-18T04:16:00.001-07:00

Brenda is here and ready to help you with your home selling needs. She has experience in helping others when they're behind on their mortgage. Contact her today if you want to discuss options!

Join Us for a Real Estate Pre-Licensing Class This Evening

2013-03-04T10:25:00.001-08:00

We have class tonight and you can join us!

Are you or someone you know interested in starting a new career in real estate...even part-time for a 2nd income?

Now is the time to learn about real estate and get into the market before it gets hot!

Rubicon Crossings School of Business is offering the Real Estate Principles & Practices class approved by the State of CT to prepare them to take the State Exam.

Learn more at http://CTRealEstateSchool.info, or call Rob Rosa at (860) 558-2122.

Cost is $399 and $75 for books if you need them. You can get started with as little at $100 down for the class today.

Classes are held every Mon & Thurs evening at 6:00 pm at Charlie's Pizza, 380 Prospect St, E Hartford. It is a rotating schedule so you come when you can.

Why wait? Looking forward to seeing you this evening!

2012-08-19T08:51:00.001-07:00

9 mile run today and feeling good! :)

2012-08-18T10:41:00.001-07:00

Anony, "No man on his death bed ever looked up into the eyes of his family and friends and said.. I wish I'd spent more time at the office." -- Charles Lyons (@writelyons)

2012-08-18T10:20:00.001-07:00

Closer by Manic Drive. http://shz.am/t57457285

2012-08-16T09:34:00.001-07:00

Start working towards getting a real estate license. Take a State of CT approved pre-licensing class today. http://ping.fm/VXcrV

2012-08-14T15:59:00.001-07:00

Urgent by Foreigner. http://shz.am/t61051446

2012-08-14T13:30:00.001-07:00

Everlasting God by Lincoln Brewster. http://shz.am/t61838981

2012-08-12T09:13:00.001-07:00

Heart Skips A Beat by Olly Murs Feat. Rizzle Kicks. http://shz.am/t53728958

2012-08-12T08:30:00.001-07:00

Getting ready to enjoy a day in Tampa, FL.

2012-08-11T18:57:00.001-07:00

http://ping.fm/qcVzE

2012-08-11T13:37:00.001-07:00

Cashin' Out by Ca$h Out. http://shz.am/t60698087

2012-08-11T12:47:00.001-07:00

http://ping.fm/AQPZd

2012-08-07T10:41:00.001-07:00

My Adidas by Run-DMC. http://shz.am/t276913

2012-08-07T10:25:00.001-07:00

Summertime by New Kids On The Block. http://shz.am/t46567380

2012-08-07T09:31:00.001-07:00

Im On by Trae The Truth Feat. Lupe Fiasco & Big Boi & Wale & MDMA. http://shz.am/t53861089

2012-08-07T08:14:00.001-07:00

I just used Shazam to discover Save The Last Dance For Me by Michael Bublé. http://shz.am/t40659290

2012-08-03T19:13:00.001-07:00

Rock Cats win it with a 3 run homer!

2012-07-31T11:57:00.001-07:00

5 tickets available at a discounted rate of $5 each for Fri Rock Cats game! Let me know. Courtesy of KofC, 1155

2012-07-30T08:01:00.001-07:00

This evening we will be reviewing CONTRACTS at the St of CT approved real estate pre-licensing class, 6:00pm at Charlies Pizza, E Htfd. Join us, only $100 down plus books.

2012-07-29T15:07:00.001-07:00

I just used Shazam to discover Selling The Drama by Live. http://shz.am/t10002601