Seller Scripts (1)

“We’re not ready to list yet because we’d like to find
a new home first.”
You: “Let’s talk about that and figure out what you need. Do you need to sell your home to
purchase your new property?”
Seller: “Yes.”
You: “OK, let’s talk about that. If I help you find your dream home before you’ve sold your
current home, and we make an offer, our offer will be contingent on the sale of your property.
Most sellers don’t want to deal with a contingency, so making this type of offer puts you in a
weaker negotiating position. That may mean that even if the sellers accept your contingency
offer, you’ll have to pay more. Do you see why that’s a weaker negotiation position?”
Seller: “Yes, but I still don’t think it wouldn’t hurt to look at some homes first.”
You: “OK. Let’s talk about the other side of this equation — the selling side. If you’ve signed a
contract to buy a home and then you put your home up for sale, you’re more likely to be
willing to take less money for your current home because you’ll want to get your home sold in
a hurry. I know you want the most money possible for this home since you’re planning on
buying a larger place. Do you see how finding a new home before putting your current home
on the market may lead to you losing on both ends of the transaction?”
Seller: “Yes, but what I’m still worried about not having enough time to find the home I want if I list
my home first.”
You: As you probably realize, home sales are slower than they were a year or two ago, so it
could take [insert your local average days on market] to sell your home. I think it will be less
because you’ve priced it right, but you can’t be certain. Plus, even after your home is sold, it
usually takes 60 days to close the sale. Although I understand you don’t want to have to move
without finding a new home you love, I think it makes sense to get your home on the market
before you start your search.”
Seller: “OK, I see what you’re saying. Let’s talk some more about listing my home.”