Proof That High Pressure Sales Tactics Don’t Work

At least in my experience, the odds of a first showing leading to a consummated transaction are perhaps 1 in 10.

The exception to that?

If the Buyer’s agent is headed to the airport, or otherwise under acute time pressure.

When that’s the case, I’d estimate that the odds of the showing leading to a deal conservatively double (to a still-low 2-in-10).

Reverse Psychology

What might account for that?

I can think of two reasons:

One. Realtor on a time deadline = no sales pressure.

In contrast to a “regular” showing, a Realtor who needs to be someplace else wants the showing to go badly ” so they can lock up the house and get out of there!

So, there’s no extolling the updated Kitchen, pointing out the beautiful backyard, or the lovely block.

Instead, the subliminal message clients get is: “don’t buy this home.’

It’s amazing how, when that’s the agent’s mindset, clients suddenly want to make sure they’re not overlooking any important details.

Two. Self-Selection (literally), or “The Hot New Listing.”

Clients who know their Realtor is going to be unavailable will usually be OK waiting to see something ” unless they really, really like it (online, at least), and are concerned that it might sell quickly.

If their Realtor has been working with them conscientiously, showing them suitable homes over a period of weeks (or months), and educating them about the market ” they just may be right!

When a hot new listing hits the market, clients will legitimately want to see it last-minute (“first-minute?”) ” and it’s their Realtor’s job to oblige, or, find a colleague who can . . .

See also, “Bell Curves, Home Showings & the Odds of Getting an Offer: Why Home Sellers Shouldn’t Get Too Excited About a First Showing.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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