Leader's Choice Blog

WE WANT TO SPEAK TO OTHER COMPANIES/REALTORS

“I know that it is critically important to motivated sellers that the prospects that are brought to see their home are well qualified. I cannot guarantee that other agents/companies will be as conscientious as we are at ABC Realty. However, rest assured that any prospect that we bring to see your home is a prospect that is ready, willing and able to purchase it. We pride ourselves on not wasting your time or ours.”

“I know that it is critically important to motivated sellers that the prospects that are brought to see their home are well qualified. I cannot guarantee that other agents/companies will be as conscientious as we are at ABC Realty. However, rest assured that any prospect that we bring to see your home is a prospect that is ready, willing and able to purchase it. We pride ourselves on not wasting your time or ours.”

“I don’t have a crystal ball, Mr. and Mrs. Seller, as to what may happen tomorrow. However, I assure you that the information that I am about to share with you relative to the list price range for your home is based on the most current data available. My job is to ensure that I keep a pulse on the day-to-day market conditions. If anything changes that I feel may affect your ability to achieve your goals, I will immediately share that with you. Open and frequent communication among us is vital to your success.”

WE WANT TO WAIT (VARIOUS REASONS)

“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 have 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?”

CLOSING ON SIGNING AN EXCLUSIVE RIGHT TO REPRESENT AGREEMENT

“Here is the agreement that informed purchasers choose to sign. What it does is ensure that you will have as much assistance in making negotiating and purchasing decisions as will the sellers. You may choose not to sign this agreement, but understand that you are giving the sellers a negotiating advantage. Are you okay with that? May I explain further?”

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

“Your (sister/friend/other family member) is a real estate agent. I understand that you feel an obligation to that person. However, help me to understand. Is it the obligation that you have that keeps you from moving forward with me and my company, or is it that you feel (he/she) would do a better job achieving your goals?” If they say it is the obligation and not their service, follow up with, “If I could show you a way to handle that obligation and still list with me, would you consider doing so tonight?” Offer to pay the other person a referral fee.

COMMISSION

“With all due respect, Mr. Seller, I am willing to consider a reduction of my salary (commission) if you are willing to consider a reduction in the sales price of your home. We both have a vested interest in protecting the money that feeds our families. Wouldn’t you agree?”