You can motivate Buyers by influencing their motivation and sense of urgency.  Simply follow the few steps below.

1. Conduct a face to face Buyer Presentation.  Have you ever been in the mall with no intention of purchasing anything?  Then you walk by a clothing store and see the perfect shirt (or whatever piece of clothing). You go in try it on and purchase it.  Of course, we all have.  That is what can happen with a  proper Buyer Presentation. Simply by informing clients of  why it is smart to buy now initiates buying momentum.  Explain the tax deductibility of interest and property taxes, explain the buying process, answer all the questions even the ones they don’t yet know to ask, remove any fear and replace it with confidence. 

2. Ask questions during the Buyer Presentation that lead the Buyers to connect more closely with their own motivation. Ask the questions below and as you do be sure to listen carefully and let the Buyers complete their answers. Continue to ask questions and probe to find their true desires and urgency to move.
    Why are you considering / planning to make this move?
     Where are you planning to go?
     When would be the ideal time frame in which to make the move?
     Who is going to be involved in the move, others in your family?
    What’s most important to you as you look forward to making this move?

3. Take the Buyers out to see a  few homes. It allows you to discover whether their sense of urgency rises.  You can sometimes jump start their urgency.  This will seldom happen without the Buyer Presentation mentioned above. 

4. Stay in contact daily. Once they are showing enthusiasm, stay in touch by phone daily. Don’t just send Listings via email. This keeps their momentum moving.  I remember a Buyer once said to me, “Rich, it seems like one day I was talking to you on the phone and next thing I know we woke up in our new home.  I don’t know how you did it.  I’m so glad you did.”

5. Continue communication. By phone, as you take Buyers to see homes, blog, e-mail and in every way communicate the fact that now is a great time to buy.  Interest rates are at an all time low and there is good inventory; plus all the other benefits of owning rather then renting. This information alone could create urgency.  

I hope you convert those Buyers that have been "waiting in the wings"