Leader's Choice Blog

GETTING BUYERS AND/OR SELLERS TO MOVE FORWARD

“I have an opening on Saturday afternoon between 1 and3 PM, or would Sunday morning work better for you?” “When I fully understand what is important to you in achieving your goals, I am best positioned to help you do just that. Please share those goals and objectives with me.”

CLOSING ON SIGNING AN EXCLUSIVE RIGHT TO REPRESENT AGREEMENT

“As a first-time purchaser, it is critically important that you have the hands-on, TLC that you deserve in order to find the home of your dreams. It is well known that there are many steps in the home-purchase process. At each step along the way you’ll have questions and perhaps some concerns. We need to ensure that we establish a relationship that allows me to fully answer all of your questions immediately. Unless you are working with me as my client, I cannot ensure that. Here is the agreement that you’ll have to sign so that we can prevent any communication challenges along the way.”

PRICING RIGHT

“By pricing the home at ‘X,’ what we would be doing is helping your neighbors to achieve their goals while your home sits on the market. Smart Realtors® know that when a home is priced higher than the comparable sales indicate, the buyers in the listing price range who see it can do better for their money by purchasing a home that is priced accurately. On the other hand, the real buyers don’t get to see it because the home is marketed out of their price range. If you were a smart sales professional, wouldn’t you take advantage of that situation?”

SELLING ANCILLARY SERVICES

“Our company is a full-service company. What that means to you is that we are able to assist you with every aspect of the moving process from mortgage application to hiring a mover to finding vendors to handle inspections, conduct repairs, etc. We understand how many things are on your ‘plate’ when you are handling a move. We are there to lessen the load and help to control the process. All of our vendors are screened and approved. However, we are not recommending anyone in particular. We will provide you with appropriate resources. The final decisions/selections are yours.”

PRICING RIGHT

“Mr. and Mrs. Buyer, since you are unwilling to come up in price on your initial offer, and your offer is significantly below the going price for homes such as this (as demonstrated by the recent sales I shared,) what would it do to your plans if you lose the house and don’t find another like it? That happens to folks in our market all the time.”

NEGOTIATING

“I see that you and your potential purchasers are at a deadlock when it comes to settling on a final offer price that is acceptable to both parties. I as much as anyone would like this to be a win-win negotiation. Why don’t we set the money aside for just a few minutes and approach this from a less emotionally charged angle. Let’s make a list of all the reasons that accepting the offer is in your favor and all the reasons not to go forward. Let’s see where we end up. Fair enough?”

CLOSING FOR THE MARKETING PROPOSAL APPOINTMENT OR CLOSES ON THE APPOINTMENT THAT GET THE SIGNATURE

“It is important to me to establish common objectives with my clients. By fully understanding what is important to you, I am best prepared to assist you in achieving your goals. My number one objective in being here today is to get your home sold. Do we share that objective in common?”

CLOSING ON SIGNING AN EXCLUSIVE RIGHT TO REPRESENT AGREEMENT

“As a first-time purchaser, it is critically important that you have the hands-on, TLC that you deserve in order to find the home of your dreams. It is well known that there are many steps in the home-purchase process. At each step along the way you’ll have questions and perhaps some concerns. We need to ensure that we establish a relationship that allows me to fully answer all of your questions immediately. Unless you are working with me as my client, I cannot ensure that. Here is the agreement that you’ll have to sign so that we can prevent any communication challenges along the way.”

WE WANT TO WAIT (VARIOUS REASONS)

“This is a tough question, but a necessary one. If you had to make a choice between moving forward and selling now or not selling at all, what would you choose? While that may not be the case, what I can say for certain is that it is the difference between selling at a price closer to what you want rather than taking a substantial hit because the market is slowing day by day…”