HELPING SELLERS MAKE A DECISION

[Jason Malabute]

People's number 1 fear is making a bad decision .People are scared of being taken advantage of. This is why people ask for "more time" to make a decision.

Some apartment owners might be motivated to sell, but believe that by asking for more time will help them avoid a bad decision.  

As a closer, it is our duty to help people make a decision. People need us to inspire them to make a decision.

When people ask for more time to make a decision to sell a property it is important to not be combative. Understand where they are coming from. Actually, I'm a fan of offering people more time then they asked for. If they ask for one day to think about a decision offer them a week. Just remind them, prolonging the process doesn't change the fact that:

• the property is still costing them money because deferred repairs are being deferred even more
• headache tenants will continue to be headaches
• the value of the property might decrease even more as problems get even bigger
• the problem of keeping this property is keeping their focus on more important things that they are passionate about

So it is more beneficial for both parties to close the deal now so you both can put your focus on other things in life. Remember you are not adding value to people's lives until you actually close the deal.