Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? https://whylibertas.com/harris or text Tim directly 512-758-0206
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris’s Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://members.timandjulieharris.com
So you have a listing (or listings) that are sitting on the market. You’re gearing up to ask your seller to reduce the price. Even the most experienced and skilled Realtors and Brokers don’t like making those calls.
The purpose of today’s podcast is to help you prepare for The Big Ask…and actually achieve a meaningful price adjustment. On tomorrow’s podcast, we’ll share some proven scripts and conversation outlines so you’ll know what to say and how to say it.
Of course, you get a lot more of this sort of thing when you’re a Premier Coaching Member!
Before you go asking for a reduction or a ‘price improvement’, there are things to say to your seller and things NOT to say to your seller.
Let’s start with what NOT to say and do:
1. Do NOT bring up the price on every call you have with your seller. The #1 complaint from expired sellers in today’s shifting market is: ‘The only time I heard from my agent was to ask me to reduce my price!’ Sellers want to know what you’re doing for them before they’re willing to budge on their listing price.
Do You Qualify To Be a HARRIS Certified Coach?
Please answer these 5 quick questions:
Yes/ No
2) Are you curious how to become a real estate coach and create a real estate coaching business?
Yes/ No
3) Do you feel that you have the professional and life experience to be a real estate coach, but you simply don’t know how to coach agents, generate coaching leads let alone run a coaching business?
Yes/ No
4) Do you want to create a new source of income that will allow you to help others and make consistent income?
Yes/ No
5) Do you agree that our highest and truest purpose is to be of service to others and when you are a HARRIS Certified Coach you will be in alignment with your purpose?
Yes/ No
If you answered YES to 5 out of 5 of the questions CONGRATULATIONS you are on your way to becoming a HARRIS Certified Coach. Please complete the process now: https://harriscertifiedcoach.
2. Do NOT use language like cut, slash, or reduce. Replace with words like: improve, adjust, or modify.
3. Do NOT ignore the market conditions and assume that every listing you take will instantly sell with multiple offers for whatever price you put on it. Maybe the average days on the market for a listing like yours have risen to 60 but you didn’t realize it. Maybe the average list-to-sell price ratio isn’t 105% anymore and has dropped to 97% so that ‘lowball offer’ wasn’t a lowball at all! Know your facts. Maybe you now have 5 homes you’re competing with but you assumed there were none and it would be a feeding frenzy. Review what’s going on weekly for all of your active listings.
What can you do and what conversations should you have PRIOR to asking for a price reduction from your seller(s)? Remember, your seller is wondering ‘What have you done for me lately!?’ Don’t let them wonder for too long…you might get fired, or the listing could expire on you! The object of the game is to be the listing agent when it SELLS.
1. Communicate with all sellers at least once per week, using our 12-week Seller Communication Plan that you get in Premier Coaching. For example, according to the plan, you will update your seller each week with the following:
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris’s favorite PROBATE LEAD PROVIDER? Simple, https://alltheleads.com/harris
-How many showings you’ve had this week and how many total showings they’ve had since you listed the home.
-What the feedback has been after each showing. Suggest remedies to improve any issues.
-Number of inquiries saves, and downloads from your online media. Conversations you’ve had with in person, via text, or email regarding their listing.
-Open House results.
-Which homes have sold that you were competing with, and how many days those homes took to sell. Why did those homes sell versus your listing? Was that related to the feedback?
2. YES, you should be holding open houses. 9 out of 10 sellers expect you to do this, and they’re a great lead generator in a market starved for listings. YES, you might actually sell the home yourself via an open house. Either way, you’re making an obvious effort to sell the house. Sellers assume you’re doing nothing if it hasn’t sold and you haven’t been showing it lately!
3. If your pictures are seasonal, update them. If it’s Autumn and your pictures are of Spring, it automatically looks outdated. Change your wording in the description, and keep things looking and sounding fresh.
4. Refer to our 11 ways to sell your listings fast, and add some perks to the listing. Make sure you discuss with your seller first and do a new seller’s net sheet. Give it 2 weeks after you’ve promoted the perks before you talk about price.
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699
5. Let your database know about your new listing and ask them who they know who would love to live in that neighborhood. Make sure your listing client knows you’ve done this!
6. Post your listing on NextDoor.com/name of neighborhood, any Community pages on Facebook or WhatsApp, and let your seller know you’ve done this. Monitor for questions and comments on those entities.
7. Doorknock the neighborhood with a Just Listed flyer, asking each owner you speak to whom they know who would love to move into this neighborhood. Let your seller know you did this. You’ll probably take more listings as a result of your doorknocking anyway, so don’t skip this!
If you haven’t done all 7 of these things, you shouldn’t expect your seller to give you the reduction you’re looking for, and they may even get combative with you when you ask.
On our next podcast, we’ll discuss several different price reduction scripts and conversations that will get the job done!
LIKE and SUBSCRIBE AND PLEASE LEAVE A COMMENT: https://bit.ly/3NXGxNb
FREE REAL ESTATE SALES TRAINING AND COACHING: Enroll NOW, FREE Real Estate Coaching and Training: https://bit.ly/3aUimkh
EXP REALTY EXPLAINED:
Tim and Julie Harris are one of the TOP EXP REALTY Sponsors in the world.
We would love to be your sponsor at eXp Realty.
Text TIM HARRIS directly to be sponsored by Tim and Julie Harris 512-758-0206.
Our EXP Realty site: https://bit.ly/3NJTPwB
* Completing the EXP Realty application now? Name JULIE HARRIS from Georgetown Texas as your sponsor! Watch this video: https://bit.ly/3QjYJCo and here is the application: https://bit.ly/3MKPw35
FOLLOW TIM AND JULIE HARRIS:
Nations #1 Daily Real Estate Training Podcast: https://apple.co/3xJgofx
YouTube: https://bit.ly/3NXGxNb
Facebook: https://bit.ly/3twOBfM
Instagram: https://bit.ly/3QjxdVF
eXp Realty: https://bit.ly/3NJTPwB
HARRIS Real Estate Coaching: https://bit.ly/3tvp0DI
Our #1 international best-selling book: https://amzn.to/3tzHymr
Free DISC Personality test for Realtors: https://bit.ly/3aUimkh
MORE REAL ESTATE TRAINING VIDEOS YOU WILL LOVE:
Peter Schiff Interview: https://bit.ly/3aXC1zN
EXP Realty Explained: https://bit.ly/3mGBVyV
Housing Bubble Popping?: https://bit.ly/3MK62A7
Housing Crash Survival Guide: https://bit.ly/3zxoyZD
5 Must Know Success Rules For This Market: https://bit.ly/3QeSbVv
Real Estate Agent New Mortgage Rules: https://bit.ly/3zCjSld
FAMOUS REAL ESTATE AGENT INTERVIEWS:
100s of interviews: https://bit.ly/3Qk85he
Featuring:
Fredrik Eklund: https://bit.ly/3NMDOpE
Ryan Serhant: https://bit.ly/39fx6tx
Jade Mills: https://bit.ly/3tvZQVC
WHO ARE TIM AND JULIE HARRIS?: https://bit.ly/3mGOWbU
“Our real estate journey began 30 years ago and we knew early on that we wanted to share our playbook to success. We’ve had the pleasure of transforming thousands of careers achieving success and financial freedom. We know what it takes and we’re looking forward to meeting you so we can jumpstart your growth!”
AWARDS:
#1 Coaches in the Business by Inman
#1 Coaches Agent Magazine 2022
#1 Podcast for Real Estate by FitSmall Business.
#1 Residential Real Estate Podcast Motley Fool
#1 Best Selling Real Estate Book: 500+ 5 Star Reviews, HARRIS Rules. amzn.to/3tzHymr
EXP Realty Top .05% eXp Influencer. Alpha Group EXP Realty
Copyright 2022, All Rights Reserved Tim & Julie Harris® Real Estate Coaching exp realty teams brokers exp realty coaching exp explained real estate investing real estate leads real estate market
