Really not sure that income level truly affects people's ability to commit. However, "Buyers Remorse" happens, in some cases, when people feel "sold to." I know for me when I am making any buying decision, I want to really understand the value of the product. In addition, helping to create the impression that this is an In Demand community and they might miss out of the very place they can: live, relax, entertain their friends, feel proud of, create memories and be taken care of - every day before they move in, while they transition and after they move in - well, that really works for me when working with clients. Maybe the one factor missing is building trust in the relationship.
As far as those who drop in before closing, this is extremely rude and happens all the time. You need to have a posted policy stating TOUR HOURS and stick with it. You can also post you will accept APPOINTMENTS so people understand you are in demand and time is valuable. (I had this happen all the time in a new home community I was working in and this worked beautifully for me.)I always tell clients I want to be able to give them the time they deserve while they are making such an important decision (lease equals an awful big investment, doesn't it?)