Free Help for Real Estate Agents
Scott's Blog

Help clients put their worries away

May 17, 2010
by Scott Levitt ·  

Scott’s Thoughts: Find and Fix the Fear
Help clients put their worries away, and you’ll earn clients for life.

“Fear is the lengthened shadow of ignorance.”
–Arnold Glasow

Motivating people to act is more about alleviating their fear than it is about provoking desire.

People are filled with desire. Who doesn’t have a dream or two? Rare is the person who looks at their life and has no aspirations, no “one day” goal, no moment on a lazy Saturday afternoon when they fantasize about the future they see for themselves, their family.

Fear keeps the lid on real dreams. Many people go after only their small dreams because the when it comes to the really big ones, they’re terrified. They don’t know where to begin. There’s nothing they can do to put the fear aside, no one who can help them find the trailhead through the dark woods.

As much as you are the person who helps people visualize their dreams of home ownership, you should also understand your role as an educator who works on helping people manage their fear. The sale or purchase of a home is a mystery for most people. As an experienced pro, you may take for granted the ups and downs of a transaction. Your familiarity blinds you to the fear that your clients experience.

A great question to ask in a listing presentation is precisely one about fear. Possible questions include:

“What are your fears about listing your home?”

“What are your reservations about putting your home on the market right now?”

“In selling your home, what are you afraid might go wrong along the way?”

Put your finger on their fear, and then (if you’re able!) explain exactly how you will help them overcome those fears. They fear what they don’t know, and if you can educate them, you’ll alleviate their fear.

And if you can put their fears to rest, you’ll cement the bonds with your clients much faster.

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Comments

3 Responses to “Help clients put their worries away”
  1. Ana Bermeo says:

    this is a great insight

  2. Sallie Montgomery says:

    This is a great site for RE agents. Thank you.

    Do you make signs for RE agent’s sign for home selling?

  3. Eric says:

    We do, Sallie. This site, Free Help for Real Estate Agents (www.FHFREA.org) is operated by Oakley Signs & Graphics. You can shop online for signs with us at http://www.OakleySign.com, or feel free to call 1-800-373-5330.

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