Steve Stewart Seminars

Steve Stewart Seminars


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Dear Steve,

I have a buyer who just can't make a decision. I know it's not the first time and won't be the last this happens, but it's driving me nuts. We get SO CLOSE to making the purchase, then someone else beats us to it, or they just can't bid quite high enough. Or we lose ground when they insist on going back to see another property "just one more time." How can I fix this?

J.W, Charlotte NC

Dear J.W.,

You may not like this answer, but accepting it will set you free. The problem isn't them; it's you. They are looking to you for guidance, and they can't make a decision because YOU can't make a decision! Otherwise, you would have cut them loose by now. At the most, give them one more chance and no more. Take responsibility, but be clear that this is the last time you will take them out without them buying.
Call them up to say "I feel badly because I think I have made a huge mistake with you. I'm afraid I have been asking you to make a decision when all along you felt that buying was the wrong decision for you."
Do they NEED to make a decision? When do they absolutely have to be in their new home? What will happen if they don't make that deadline? What exactly are the financial or requirement-for-buying issues holding them back?
At a minimum, before you show even one more house to them ...

1. All (and I mean ALL) of the decision makers have to be in the car, ready to say yea or nay.
2. They have to have a checkbook with them, so that IF they find the right property, they can take action.
3. You will accept them making a deposit of no less than $______ (maybe $2,000 to $4,000 higher than is traditional in your area).
4. All other roadblocks have to be cleared away before you show any more property (if they have to sell in order to buy, they should list now. If they have to bring their home up to market-standard before listing, they must do that now.
5. They have to accept that there is no such thing as "the perfect house" even if they built it themselves.

Then if they still don't buy, you are done even if your heart tells you "but just one more time will do it." Your heart has been wrong with them every time so far. Instead, refer them over to another agent in your office and take a finder's fee when they buy. What do you have to lose - are the REALLY not going to buy from you?
Be gentle yet firm. But you have to keep moving or non-decision-makers like this can stall your career beyond repair. No one gets them all.

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Dear Steve,
I have seen a lot of speakers at seminars and even thought about doing some speaking myself. But it looks to me like you don't use any notes at all, but everything seems pretty organized. How do you plan your seminars? --G. Klein, Ontario Canada

Thanks. I think that is how they are supposed to look. One factor is that any speaker - presuming to demand the attention of a room full of professionals - should really have something important to say and know it so well that everything comes directly from the heart.
Beyond that, I confess to a life-long habit of waiting until the night before a presentation to organize 80% of my talks, then writing them out on a paper napkin. Don't get me wrong - my research on sales began almost 30 years ago, and my research before a program usually begins several months before and I call a number of managers, employees and associates for telephone interviews weeks ahead to get an inside view of what is happening in a given market area. I take lots of notes and the presentation starts building well in advance.
But the final decisions on what I will say come at the 11th hour so that everything I have learned comes into play. In my hotel room the night before, I will spread all my notes out on the bed and select what can/should be covered the next day. I carry a large number of overhead transparencies with me, and select the ones the best illustrate given points - the graphics are often the same but the discussion I give will change from one location and company to another. Then in a hotel restaurant, I map out the talk on the paper napkin. You can see a sample of a "napkin notes."
I can't tell you if any other speakers work this way. But it works for me in being able to keep each presentation fresh so that people understand that this is for them, not a memorized talk repeated for years.
PS. If you really do decide to speak professionally, let me recommend that you join the National Speakers Association. They are very educationally oriented and will shave years off your learning curve.

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