Leader's Choice Blog

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…”

FSBOs

“Mr. and Mrs. Seller, while I will not necessarily be the agent to sell the home- only 10% of the time will the listing agent also be the selling agent-I most definitely will be the reason that it sells. That’s why I have proudly earned the right to call myself a marketing expert.”

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.

WORKING AS A TEAM

“T.E.A.M.= together everyone achieves more. We believe that. We live by that, and we bring that power to rest with all of our clients and customers. I am proud of our team and would consider it a privilege to share with you why having a team marketing your home is the most effective way to move the process forward.”

FSBOs

To a FSBO: “Are you familiar with the paperwork that you are legally required to share with all potential purchasers that visit your home? I would be more than happy to bring the documents by and review them with you. Would tonight at8 PMwork, or would7 PMbe better?”

ACCESSING URGENCY AND MOTIVATION

“If I were to go along with you and agree to limit the times you were willing to have your home shown, I would be contributing to you not being a successful seller. A secret listing is in no one’s interest. We certainly can create some ‘black-out’ periods, if that would help, but to say the home is only available ______ would be to mislead you into thinking I would help to achieve your goals. I would rather walk away from a listing I would love to market rather than to start out promising what I know I cannot achieve for you.”

HAPPY VALENTINES DAY EVERYONE!

EXPIREDS

“Just out of curiosity, if we were to rate the priorities that would contribute to getting your home sold on a scale from 1-10, ten being the highest grade, what one action or initiative would be the most effective and valuable in speeding the process along?”

GROWING/WORKING YOUR SPHERE OF INFLUENCE/DATABASE

“While this does not seem to be the right time for you to purchase a home, I want you to know that when you’re ready, so am I. There simply is not another company or agent able to meet your needs more effectively, efficiently or with greater TLC.”