精简客户:如何帮助他们

Not all downsizing 出售ers have the same reasons for contacting you.

Plenty of downsizers are self-motivated and might not require much more assistance than a typical client. But 其他s are reluctant to move out of their longtime residences—and some are being forced by health or finances to do so.

Here are tips for you to assist them, no matter their situation.

为错误的开始做好准备

Even the most gung-ho downsizers may need more time than the average 出售ers to act. 例如, a couple contacts you about 出售ing the family home when their youngest child is in college. However, they might wait until he graduates and gets a steady job before actually 出售ing.

是善解人意

These types of transactions elicit strong emotions. It helps if you show clients that you appreciate their homes and their possessions—and that you know this is a hard process. You’ll need patience and empathy to help them through the transaction.

了解动机

You’ll want to understand early on what’s driving the downsizing. 是想要一个更小的地方吗? 是否有财务或健康方面的担忧? 是他们的孩子强迫他们出售的吗? Knowing the “why” will help you best serve them.

包括所有决策者

Ask the 出售ers if anyone else should be involved in your communications. They might want the counsel of their financial advisor or need their children to sign off on a sale. Find out early in the transaction who needs to know what to avoid confusion or failed closings.

减少财产

This part is often the biggest hurdle for downsizers. People tend to accumulate items over the years, many possessions have sentimental value—the dishes inherited from Grandma, 一位密友画的画, the dining room set received as a wedding gift. Encourage your clients to start by categorizing their possessions: 保持, 扔掉......, 其他. 接下来，他们应该看看项目中的 其他 类别来决定是否捐赠, 出售, or give to family or friends—and tell everyone they know that they’re downsizing and have things to give away. An其他 option is to see if there are items that buyers would like and have them convey in the contract.

谈论时机

All 出售ers need time to organize and pack their belongings. However, downsizing 出售ers likely need more time than 其他 clients to pare down their possessions. 他们可能需要举办一次车库拍卖, 向家人伸出援手, 联系寄售公司, 或执行其他相关任务. The amount of time depends on how many items your 出售ers need to shed and how motivated they are to do the work.