Seller Scripts (1)

“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.”