How many deals have you missed because you failed to ask for the business? Quite often, during an open house event, an agent will see all of the signs of an interested buyer but that buyer will leave without placing a reservation or offer on the property.
To some agents, it's an uncomfortable situation to ask for the business. They feel like they are being "pushy" with that potential buyer. More often than not, the buyer is interested enough to write a reservation or an offer but does not know the next step.
Sometimes they'll actually ask what the next step is. Why do THEY need to ask? The agent should be informing them as to what the next step might be. There are many ways of saying it. "If you're interested in going to the next step, this is what's involved in that process." Then inform them of the routine, and ask if they are interested in proceeding. The worst you'll hear is "No" but you did ask.
Remember the old adage "Ask and you shall receive." It applies to real estate.
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