Here below is part 3 in this weeks “Price Reduction Scripts for Realtors” series…

Seller’s Bottom Line Script

“Mr. Seller, do you have a few minutes for me? ”
(Yes)

“Thanks… as you know we have had the home listed for sale for a little while and during that time we have had a few potentially interested parties ask me general questions about the house…now, please keep in mind that these were just questions…not actual offers…I don’t yet have a contract for you…however, I keep getting the same few questions so am going to ask you…”

(Home is listed for $500,000. For this script to work you must follow this technique and pattern. The first number has to be at least 20% lower than the current list price)

“If we were to get an offer from a buyer… a clean offer, no unusual contingencies, no home to sell…in other words this is the buyer we had been hoping for…and this buyer were to offer…$400,000 for the home what would you tell me?”

(Seller: ‘NO Way, thats way too low!…I wil burn it down for that price!)’

“Exactly, Mr. Seller…there is NO WAY your home isn’t worth more than that…this is WAY to low. I agree 100%”

“So, if we were to tell that buyer NO WAY and then they were to make another offer for…say…$450,000…you would at least consider that offer wouldn’t you?”

(Seller: “Well Maybe..”)

“Of course you would…that would give us a great place to start!”

“So Mr. Seller… let’s do the right thing and reposition your home on the market TODAY for $450,000 so we can not only bring you 1 offer, but maybe several!”

(”Well, that’s probably still too low.”)

“It’s probably still too low, I understand Mr. Seller but, our goal is to not get just one offer, but several…and when we do that Mr. Seller, we can potentially have multiple offers on your home and get the price higher…imagine that!”

(Seller: “I couldn’t go any lower than $450,000.”)

“I understand and with potentially multiple offers Mr. Seller you wouldn’t have to go any lower…I am going to reposition the home on the market right away and personally contact everyone who has shown interest in the home… so, the market price is now $450,000… PERFECT!”

(Seller: “Well what if the offer comes in too low…what if the numbers don’t make sense?”)

“Mr. Seller, remember, you are ALWAYS in control. You will see the offer, the net to you, and feel comfortable before you agree to anything…its never an agreement unless you agree!”

(Seller: “Well, Okay…go ahead”)

-Harris Real Estate University Price Reduction Realtor Coaching Scripts Series…

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