How Much Are You Willing to Invest in a Potential Client?


I never have them sign a contract, and I have not lost any. 


Ok, this one is just for us! A continuation of my blog “The Sell-Before-You-Buy Dilemma”…

The question: how much time are you willing to invest in a potential client without a contract?

Here is my dilemma: I want them to list but I must convince them they will find something they want to buy.  How shall I accomplish this?

I decide to make an investment in these future sellers-come-buyers.  I decide I will take them around and show them a sampling of the inventory.  I hope they will find the process reassuring enough to encourage a listing of their home.

I take them out once – not enough.  I take them out a second time – still not sure.  I take them out a third time – and now I’m the one who’s not sure?  At this point I have had 5 appointments with these people and plenty of opportunity to “convince” them. 

Right now I have 3 clients in this position.  I have no contracts with any of them, yet I am taking them around as if they were “real” buyers?  Am I wasting my time?  Are they wasting my time? 

So I ask you, the knowledge orbs out there… would you take out these people?  How many hours would you spend with them?  What kind of investment is appropriate here before it is all judged a giant waste of time?  What magic words or wands do you use to get them listed and sold?


About susanmorrison

After living in Walpole, MA for many years, our family was transferred to the west coast when I was a senior in high school. In 1983, I graduated from Mission San Jose High School in Fremont, California. I am also a 1987 graduate of Providence College with a major in liberal arts and a minor in business administration. I bring to the table many years of sales experience beginning with thirteen years in Corporate Sales at Delta Air Lines. I'm the mother of three children and I'm very active within the Franklin, MA community. I am also a cancer survivor and support the American Cancer Society Charities.

My husband and I have built five homes and I've lived in a variety of other locations including Toronto Canada, Irving Texas and my current home in Franklin, MA. As a result of all my moving around, I came to the conclusion that I was an expert at moving...why not become an expert on the other side of the table? I earned my real estate license in 2004 and believe that I have found my true niche'. I can empathize with my clients on a variety of levels; whether they are buying or selling. And, like so many other good realtors out there, I believe that possessing good communication skills is one of the many keys to success.

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