In today's market and using today's lingo, buying or selling a home is a big deal.

a lot of tension. a large number of active pieces. There are numerous critical judgments that must be taken immediately.

And it's too much for some folks.

I've seen a number of complaints about consumers being overwhelmed and abandoning the process, choosing to wait until a later time, on our private Facebook groups and through industry chatter.

which is entirely up to them... However, it stinks if they've already squandered a lot of your time and effort before making that choice.

Here are three easy steps you can take to prevent this from happening to you:

Step 1: Create Reasonable Expectations Right Away

Telling a prospective client how tough it will be to buy or sell a house is the last thing you want to do when working with them.

But that doesn't mean you should completely shun it.

The secret is establishing a balance between informing them of what they are getting into and ensuring them right away by demonstrating how you will assist them through the entire process.

You might be thinking, "Why have this conversation when I can just address it if they ever bring it up?" at this point. Three factors:

• One, you don't want them to stress out when they first experience that touch of remorse or fear. It's much less likely that they will pull the plug on moving forward if you have addressed it in advance and told them that they will feel this way. In fact, because you deliberately allayed their anxieties, they will respect you more.
• Two, you can remind them that this is going to happen if they suddenly want to consider the prospect of slowing down or stopping the process. If you don't tell them right away, you'll merely come out as a desperate salesperson who will say anything to close the transaction.
• Third, you want to know right away whether dealing with these folks will be "too much" for them to handle on an emotional, financial, or other level.

Step 2: Show Empathy

Remember, you are employed in this sector on a daily basis. You've noticed the listings that receive 64 offers. You've had to deal with customers' anxieties about spending too much. You are aware that the market is not now in a bubble that will soon burst.

Your customers? Not really. You must consider yourself in their position because it is possible that they are not as informed about events in the real estate industry. Make an attempt to comprehend the issues they are trying to resolve and the questions they need solutions to.

Having a few anecdotes that you can use to illustrate how you've assisted others in dealing with comparable circumstances is a wonderful strategy. Or even better, tales of how YOU have experienced some of the same feelings and persevered to complete the task in spite of them.

Step 3: Make The Most Of Numbers

In the previous two years or so, property values have significantly risen in the majority of markets.

Use those statistics to your advantage to convince potential buyers that waiting would probably just result in higher prices or a reduction in the amount of home they can afford.

If they are tenants, demonstrate to them how much money they are wasting that could be used to pay a mortgage.

Show them the record-breaking sales and the potential profit from their property if they are sellers.

They might not be that motivated regardless if the absurd amounts you can offer in the current market don't keep them moving forward.

Adopt A "Next" Mindset As A Bonus Tip!

Even if you follow all of the aforementioned advice, it's still possible for someone to change their mind and cancel their house search or sale. When it occurs, be satisfied that you exercised all of your control and proceed.

In a market with this many opportunities, the biggest error you can make is to focus on the opportunity that didn't work out. There are numerous additional buyers and sellers who require your guidance. Locate them and assist them!