Buyer Presentation:
“I have set up appointments to see three-homes today. If by chance we drive up to one and you feel right off the bat that you are not interested, we’ll go inside and walk through quickly. We would never want to hurt the owners’ feelings by just not showing up, or worse, sitting in the car while I go to the door. I know you would feel the same way if you were the owners, right?”

Getting buyers and/or sellers to move forward:

“I can appreciate that you would like your (parents/sister/brother) to look at the home.  However, why don’t we do this so that we don’t lose it because we hesitated?  Let’s make an offer and make it subject to ‘X’ seeing it within 24 hours.  How does that sound?”

Closing on an appointment in order to get a signature:
“How do you feel about purchasing a product that has a warranty versus one that does not?”

Negotiating – To another agent:

“I have an offer on your listing at X. Along with the offer, my buyers would like to pass along the following (personal note/or comments) about why they really love the home, and know they would be happy living in there.” “If you had to choose between taking this final offer from the purchasers or not selling your home for quite some time, what would you decide?”

When they try to cut your commission at the offer stage, especially when the home has only been on the market for a short time:

“Mr. and Mrs. Seller, two weeks ago we negotiated my salary. Now, we’re negotiating an offer, acceptable to you, for the sale of your home.”

After someone raises an objection relative to waiting or anything else:

“What is it about that course of action that you feel is in your best interest to achieve your goals?”

Working your sphere of influence:

“You are not interested in selling your home at this time. I understand. I will e-mail you my monthly newsletter, so that in the event your plans change, you’ll be fully updated on the marketplace in your community. What’s your e-mail address? I do use my e-mail a great deal. May I e-mail you for a quick response?”

Buyer Presentation:
“I can appreciate you wanting to see ‘X’ number of homes. Many people believe that by seeing ‘everything,’ they won’t miss out. However, have you thought about this? What if, while you’re looking at homes that don’t really meet your needs and wants the home of your dreams goes to another purchaser? Would you want to waste your time or compromise your happiness that way?”

Calling to set an appointment with the sellers relative to discussing a price reduction:

“Mr./Mrs. Seller, I need to come to see you this evening to chat about an important matter. It really is too important to be done over the phone, and time is of the essence. Would 7 or 8 be best?”

If you’ve missed your March 12th Alumni Club call no worries catch it here.

Click link to view webinar – http://budurl.com/jeqr