Price Reductions

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TABLE OF CONTENTS 01 Conducting a Scheduled Price Conference 02 Why Do Sellers Resist Price Reductions 03 Why Won't Agents Revisit Sellers Face to Face / What If They Start to Refuse to See Me 04 Scripts for Addressing Seller Concerns 05 Preparing for the Pricing Conference (When Face to Face)
CONDUCTING A SCHEDULED PRICING CONFERENCE When you have a face to face pricing review, you have at least a 75% chance of a price reduction, and odds of getting one far larger than if attempted over the phone. Additionally, if rapport is high enough, you can ask if they know of anyone else thinking of selling. That would be near impossible to do over the phone with a seller not yet under contract. WHEN SHOULD THE LISTING PRICE CHANGE? An agent pretty much knows that if they have hit day 10, and no one has seen the property, that there is a problem. While sellers are slowly changing from unreasonable to reasonable, they are often not ready to adjust the price. The goal is to meet with the seller (when they live in town) every 10-15 days. Let them know at the listing interview that you will not abandon them. That you understand this is not just selling their home but they are moving money and you are determined to keep them informed concerning market reactions to their property and others in the area. You are not just selling their home; you are moving money. # 1
Page 1: FASTEST WAY TO CASH PRICE REDUCTION
Page 5 and 6: WHY AGENTS WON'T REVISIT SELLERS FA
Page 7 and 8: HOW WILL I KNOW IF THE PRICE ADJUST
Page 9: PREPARING FOR THE PRICING CONFERENC

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