Expireds

“Perhaps the reason your home did not sell is that it never sold to the other Realtors® in the community first. Every home must sell twice. First it’s network marketed to the other agents. They get excited about the property and are able to match it up with their potential purchasers’ needs. When those purchasers are aware of all of the homes available, the buyer pool grows the way that it needs to in order to get it sold. For whatever reason, it seems to me that an effective job was not done to market to the real estate community.”

FSBO’s

“While this does not seem to be the right time for you to market your home through a Realtor®, 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. Do I have your permission to stay in touch and assist you in any way that you deem appropriate?”

Buyer Presentation

“Let’s make a list of all the things that you would like in a home. Your wish list. Now that we have the list down on paper, we have an important job to tackle. Knowing that unless you build a home from scratch to your specifications, you will have to make compromises when buying a resale. Let’s go through the list and zero in on only those items that are MUSTS. In other words, you would not even consider purchasing a home without them.”

Commission

“If you would like to negotiate my salary (commission) downward, let’s go back to the list of marketing services I provide and discuss which ones you would be willing to forego. My salary pays for many of these services, and when that is reduced, the services offered are likewise impacted.”

Handling Difficult News/Situations

“Now that you are going to list your home for sale, let’s do this. Let’s walk through your home together and allow me to share some “staging” ideas with you that will help in positioning your home most effectively to potential purchasers. How does that sound?”

Growing/Working your Sphere of Influence/Database

“I am so very happy that you are delighted with my service. That is what makes what I do a pleasure. I am privileged to help people make their dreams a reality. I have an important request to make. Would you please express your appreciation in a note to me? I will use that testimonial as a way of building my business. There is nothing more valuable than the words of a happy client.”

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?”

We Want to Wait (Various Reasons)

“Well, I guess that we have come to the end of our time together. I am disappointed that you have decided to hold off listing your home. I gave it my best shot. However, I ask that when and if you do decide to go forward, you will give me a call. Can I count on you for that?”

FSBO’s

“I realize that attracting the correct pool of buyers is critical to your success. I would be delighted to assist you with some hands-on tips to finding those prospects. Will you do something for me in exchange? There will be folks who look at your home that won’t be interested. Will you refer those folks to me?”

Buyer Presentation

“My job is certainly not to sell you a home today or any other day. My job is to introduce you to homes that fit your needs and wants. Because I do that successfully for my clients, they buy 6 out of 7 times!”