Leader's Choice Blog

NEGOTIATING

“If we found a home that you fell in love with, you would want an equal chance to bid on that home if indeed there was other interest, right? Well, unless we get you pre-approved before shopping, you would be low in the pecking order of offers considered. You see, sellers want to negotiate only with qualified buyers. They would never want an approved buyer to get away while they wasted their time with someone who was not screened for credit worthiness. I am sure that were the shoe on the other foot, you would feel the same.”

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.”

EXPIREDS

“Do you want to hire a listing agent or a selling agent? If you are searching for someone to list your home, I want to show you something I brought along. It is the list of homes that expired. The owners were gravely disappointed with the process. Please note that the homes highlighted in blue are from my company. The ones highlighted in other colors are those of our competitors. It is easy to see that when it comes to selling versus listing, we run rings around the others. Why don’t we get the selling process started tonight?”

Join us for “Success 2012″, a free motivational seminar with Mark Leader for all Realtors in the Ottawa area. Click here Ottawa 2012 Flyer to view the details.

NEGOTIATING

“One of the best ways to entice a (seller/buyer) to accept an (offer/counter offer) is to make that offer too enticing for them to walk away. Expecting to get a counter offer is expecting to get a rejection. Countering an offer is the same as rejecting the offer altogether. As long as you are prepared to leave this (buyer/home) behind, any (offer/counter offer) you make is acceptable

GROWING/WORKING YOUR SPHERE OF INFLUENCE/DATABASE(Following up on a mailing to either an owner or renter) “Hi, I’m ______. I was stopping by to see if you had received the package of information that I sent to you last week? I work diligently to stay in touch with the residents of my market and areas of expertise. We have had a lot of interest in the community over the past couple of months. Have you thought of (selling your home/buying a home)?”

COMMISSION

“Selling the home is the first step. The rubber meets the road when the home is taken from contract to closing. Nationally only 75% of all homes under contract actually make it to closing. The rest of the transactions fall apart. I want to assure you that I am an expert at ‘keeping all the balls in the air.’ My contracts close ___% of the time. That’s a significantly better average, wouldn’t you agree? No matter who else you consider, no one will beat my success rate for successfully closing. Why settle for second best?”

EXPIREDS

“There are only a few reasons why a home expires. There is nothing mysterious about what happens. I would like to have the opportunity to share those reasons with you. When I am through, you will have all the information you need to ensure that if you list again, this time you’ll be a happy seller, not a disappointed former seller. Fair enough?”

NEGOTIATING

“Have you ever heard the expression that nothing succeeds like success itself? Well, it really does come into play in real estate. When one buyer makes an offer to purchase, it often causes a chain reaction. Other agents contact their prospective purchasers and encourage them to also make an offer. If they snooze, they lose. Please understand that you may not be the only one being considered or in the negotiation process at this time.”

EXPIREDS

“I was doing a bit of homework today and I noticed that your home was removed from the Multiple Listing Service without having sold. I am sorry. You must be disappointed. I wanted to chat with you to let you know that I don’t consider myself a listing agent. I am a marketing expert and selling agent. If your home had been marketed in a compelling way to attract the correct buyer pool, I am certain we would not be having this conversation. Are you open to chatting with me about my marketing ideas so that if you do decide to go forward with selling your home, you won’t have to go through this again?”