Princeton Town Topics – Let’s Talk Real Estate – May 7, 2025
GETTING HESITANT BUYERS TO MAKE A MOVE
Sellers can play a big role in nudging motivated but hesitant buyers off the fence. First, ensure the home shows at its absolute best—clean, staged, and priced right—so there’s no doubt it’s worth acting on. Creating a sense of scarcity helps too. If there’s strong interest, let buyers know (truthfully) that other showings are scheduled or that another offer may be coming. In some cases, a small, strategic price reduction—just enough to trigger new alerts or stand out in search filters—can reframe the listing as a fresh opportunity. Even a modest drop can psychologically signal value and urgency, especially if buyers were already emotionally attached but waiting for a sign to act. Pricing can be a powerful motivator when used tactically.
On the buyer side, agents should lean into motivation and mindset. Remind clients why this home sparked their interest and help them visualize living there. Sometimes buyers wait simply because they fear making the wrong decision. A trusted agent can guide them with market data showing how fast similar homes are selling or how rare a find this one is. Walk them through potential outcomes—what happens if they wait and lose the home? What’s the cost of indecision? This isn’t pressure; it’s helping them act in their own best interest, before the opportunity passes.
