February 24th, 2012 | Posted in Agents, Managers
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.”
February 21st, 2012 | Posted in Agents, Managers
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.
February 20th, 2012 | Posted in Agents, Managers
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.”
February 17th, 2012 | Posted in Agents, Managers
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?”
February 16th, 2012 | Posted in Agents, Managers
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.”
February 13th, 2012 | Posted in Agents, Managers
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?”
February 10th, 2012 | Posted in Agents, Managers
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.”
February 9th, 2012 | Posted in Agents, Managers
PRICING RIGHT
“As you prepare to make an offer on this home, may I share with you some market data that may help you to make the right offer the first time? I would only do so as a way of helping you achieve your goal and to ensure that you’re not outpaced by a better informed potential purchaser.”
February 8th, 2012 | Posted in Agents, Managers
STAGING/MARKETING/MARKETING TIME
“What additions or improvements have you made for your personal enjoyment rather than for monetary gain?”