Todays show is part 3 of ‘Lack of Homes For Sale, Stop The Insanity!
These 3 categories we just mentioned should be your #1 focus.
What to say? Scripting consists of 2 elements.
1. Showing your potential seller the facts about the market…
2. Actually being able to handle the objection (an objection is an unanswered question in the mind of the prospect): ‘I’d sell but what will I buy?)
What’s your current answer?
“Yea, I know, it’s really hard to find anything, then you have to compete.”
(that’s not very motivational)
Instead: SCRIPTS for part 1 (show the facts) and part 2 (deal with the objection)
(Open with some rapport, use your FORD elements (Family, Occupation, Recreation, Dreams)…(expect them to ask, ‘how’s real estate?’
“_Bob__, I’m reaching out to all of my friends and clients this week just to share some market news with you so you stay informed. I’m sure you’ve noticed that there aren’t many For Sale signs around right now.
This means that a great house like yours typically is selling very quickly and not
just for top dollar but in many cases well over top dollar. Your neighborhood is selling for x% higher than last year and typically in less than _x_ days. What do you think about that?
(listen to answer)
So now that you know that we could likely get at least __ for your home, what does that do to your plans? / Would you like me to prepare a market analysis to see what you could expect to net in today’s market?”
Note: Even if they say they’re never moving, you can still ask who do they know who could use your help buying or selling real estate?
Note: If they say the predictable: ‘Well, that’d be great but where would I move to?’…move on to Part 2 of the script.
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