How to Handle 84 of Real Estate's Toughest Situations: Words That Work
Download this valued resource and access the strategy and power language to handle 84 challenging real estate circumstances.
Click the button below to get started right away, or scroll down for more details and examples!
Your options for this resource:
1. Read and Review
- Content always avialable online
- Print selected portions or the entire manual
- Prepare 'Flash Cards' for familiarization and even memorization
- Customize dialogue and language to your style and market
2. Listen
- Includes a 3+ Hour Audio Companion
- Listen online to any selected item, includes explanation of situation, suggested strategy and dialogue
- Download to a CD for learning/reinforcing while driving
- Download as MP3 file to your iPOD
A few examples:
|
Situation # 9
What to say to a seller to PREVENT a commission concession request?
Send or provide a "Pre-Listing Packet" to impress the sellers and convey your capability, professionalism and value BEFORE giving your presentation.
At the beginning of your presentation say-
- "Mr. and Mrs. Sellers, I'm sure you're aware that there are real estate agents in this area that will cut their fees in order to get your listing."
- "Let me share with you right up front that I'm a full service, full commission professional. I don't ever compromise my service and I don't cut my fees."
- "With that point made clear, let me ask, should I leave now or do you want to hear about my marketing system and my record for meeting the expectations of sellers like you?"
|
| Situation 77:
"What do you say to a seller who wants to "test the market" by overpricing their house?"
This is a great opportunity to use a THIRD PARTY example- it gets an important point across without being confrontational.
- "Mr. Seller, last year a property owner over on 12th Street wanted to sell his home. It was valued at $240k, but he decided to "test the market" and listed the property at $275k. Two things happened here, and both of them were bad."
- "First, the buyers who were looking for a $240k home didn't come to look- it was out of their price range. And second, those who did come were looking for homes truly worth $275k- and found this home just didn't measure up."
|
|
Servicing Worthy Buyers
