Seller Scripts (1)

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“We’re interviewing other salespeople, and we’d like to think over the decision of listing with you.” You: “That’s just fine. I’ll call in a day or two to see if you have additional questions. Before I go, was there something in my presentation that you’d like me to cover in more detail? Or any questions about the selling process that you’d like me to answer?” Sellers: “No. You’ve answered everything. We just need more time to think.” You: “I understand that it’s a big decision. But I know that you’re looking to sell your home quickly, and if we can sign a listing contract tonight, I would still have time to do an open house on the property this weekend. I’d also be able to send out invitations to all the top agents I know in town so they could bring over buyers.” Sellers: “We do want to get moving on selling this house, but I don’t want to limit my options. No, we just want to cover all of our bases. We’re leaning toward you, but we need time to think about it.” You: “Here’s an idea. If you’d like, we can put our agreement together right now, and I’ll postdate it. If you don’t want to work with me, I’ll rip it up. And if you decide to work with me, we’ll be ready to hit the ground running.” Sellers: “That should save some time. Let’s do that.”
“We really liked your marketing ideas, but another agent told us he thinks we could get $300,000 for our house, while you recommended a price of $250,000. We want to get the most we can, so we’re thinking about listing with him.” You: “Let’s talk about that. Here’s exactly what’s happening in the market. [Here’s where you need to produce current data on local housing inventory.] We have X homes on the market right now, and we have X selling per month. That means we have X months of supply for buyers to choose from. You told me you wanted to sell your home in X months, correct? With X properties are coming on the market every month, not to mention the number of foreclosures and short sales, you’d agree that pricing the property is important today, wouldn’t you?” Sellers: “Yes, but our home has lots of upgrades.” You: “Your home does have many upgrades. However, I’ve shown you the most recent sales in your neighborhood, and many of those homes had similar upgrades. That’s why I’m recommending a price of X. That’s what buyers are willing to pay today. Based on what you’re reading in the papers, do you believe that buyers will offer more or less than the last closed sale?” Sellers: “I guess they’ll offer less. But still, the other sales associate we spoke with recommended a higher price.” You: “All of the sales associates in our area are pulling the same MLS data, so while there’s some opinion involved, I wouldn’t expect prices to vary by more than 3 percent to 4 percent. I certainly don’t want to say anything negative about a competitor, but some practitioners are so eager for a listing that they will tell you what they think you want to hear in order to get your business.” Sellers: “Yes, but why can’t we try this price and see what happens?” You: “If you really feel strongly, we can begin by listing the property at $300,000. But statistics show that most buyers come to look at a house in the first 30 days after the listing goes on the market. Sellers who are willing to price their home correctly in the beginning and take their profits with them win when compared with sellers who hold out and end up reducing their price further down the road. All you end up doing is taking longer to sell. And often you don’t get any more money.” Sellers: “We’d like to sell our home quickly.” You: “Great. Shall we get started with the paperwork and use $250,000 price.”
Page 1 and 2: SELLER SCRIPTS SMART ANSWERS TO SEL
Page 3: “We’re not ready to list yet be

Seller Scripts (1)

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