NO, I AM NOT LOOKING TO SELL.
Ask them either of the questions below:
- What are the circumstances that would enable you to sell?
- What will motivate you to sell?
- Will there be any circumstances that would peak your interest to sell?
We Would Sell But Have Nowhere To Go.
Well, that is a valid concern and I want to make sure that before you rule out selling your home, we can show you that there are still many good homes available on the market. So, why don’t you tell me more about where you would like to move?
We Already Have An Agent.
Have you already signed paperwork?
If YES: Great! When is the home coming on the market? Who is the agent we should contact about the house?
If NO: Great! When are you looking to get the house on the market?
Fantastic! Well, would you be open to a second opinion?
Where Did You Get My Number?
- You know what, I’m not entirely sure. Our system pulls phone numbers associated to the property that are not on the Do Not Call List.
- This number is associated with this address.
I’m Going To Stay With The Same Agent
Great! Tell me, what specifically is the benefit for you to do that.
What is the last agent going to do differently this time to make sure it sells that they didn’t do last time?
I mean, if you knew I could sell it for you in this market and net you what you need, would you at least consider it?
If YES: Oh fantastic, that is exactly why we need to get together today!
That’s great! And what I am hearing you say is that you feel obliged to your last agent because they invested time and money in your house, right?
Yeah, and when they originally listed the house, they most likely intended to sell it right?
And they probably did everything they could to get it sold, wouldn’t you agree?
Yeah, and yet the house did not sell.
I’m convinced that it’s not for lack of effort. You know, I think it is most likely in the approach. Your house needs a new approach.
Mr. /Mrs. ___________, you don’t owe me anything and you really don’t owe them anything either, BUT you do owe yourself the very best. It certainly wouldn’t hurt to hear what I do to get houses sold, would it?
I mean, after all – you can’t afford to keep doing the same thing over and over again and expecting different results, can you?
If YES: That is exactly why we need to…get together…today!
What is it about this agent that has you 100% confident that this time they can get your home sold?
See, when we…get together…if you don’t know the answer to that question– I mean, if you aren’t 100% sold on why I am going to…sell your house…then you have no obligation to hire me. So let’s go ahead and get together.
I Need To Talk With My Spouse First
I can really appreciate that. You know, it sounds like you want to make sure your spouse is part of ALL the decision making, right?
If YES: Fantastic. And if you WERE to both meet with agents in the future, would that be on a weekend or a weekday anyway? Afternoon or evening? Okay, Great. Well I would like to talk to your spouse as well.
So it sounds like the best time for us all to …get together…is _____________. Since it sounds like your pretty busy and I know my schedule fills up fast, I’d like to go ahead and pencil time for us to meet then. I am going to send you my contact information and a confirmation for the meeting so you can talk with your spouse and if it doesn’t work we can reschedule. Fair enough?
Relative Is A Realtor
Ask them: Are they working full time in Real Estate?
If NO: I understand. But if I were selling a house, I would be going with someone who does this full time on a day-to-day basis, who knows the market very well and is equipped with knowledge to make sure that I get top dollar for my home. You owe yourself the best, wouldn’t you agree?
If Lead Had Worked With An Agent Before But Had A Bad Experience
I understand. What do you think your realtor did to market your property in the past?
Okay. Let me tell you this: I am really calling because we are experts in selling homes that have been listed before but have not sold. I want to show you how we do things differently here in at ___________. We do have aggressive plans in marketing your home to make sure that it sold fast. That includes professional photography of your home and cold calling potential buyers and many more. We’re ready to walk you through the process of selling your existing house for top dollar. So what do you think about that?
We Just Want To Try A Higher Price For A Couple, And Then We'll Reduce It If We Don't Get An Offer
Agent: [Insert Seller’s Name], here’s one of the most important reasons you hire a fiduciary consultant instead of a salesperson. Wouldn’t it be a lot easier for me to just agree with you now?
Seller: Yes. I guess it would.
Source: MAPS Power Hour
Seller: We Need An Agent With More Experience
Keller Williams is different. I’m a partner with others in my office. We share in the profit of our office. When one makes money, it benefits the rest of us too. So I have lots of motivated agents and many years of experience working for you.
Is there anything another agent said they would do that for some reason I forgot to mention? Did I cover everything you expected to hear? Sounds like you believe I can get your home sold, so let’s move ahead now.
Source: Ignite
Seller: We'll Get More Help With An Experienced Agent
Agents who’ve been in the business a long time have already made it. They don’t keep the hours that I do. Your business is way more important to me. I can give you all the attention you deserve, and if I don’t know the answer I am smart enough to get it for you.
Is there anything another agent said they would do that for some reason I forgot to mention? Did I cover everything you expected to hear? Sounds like you believe I can get your home sold, so let’s move ahead now.
Are you as excited today about your job as when you first started? I have so much enthusiasm and excitement, and I have all this experience in my office to rely on.
Source: MAPS Power Hour
Seller: We Need To Think It Over
I hear you saying you want to be confident. If you were 100 percent confident in me, youwouldn’t bring this up. If you knew I was going to do everything possible, you’d sign. The truthis you can never know that. Let’s sign the agreement and know that you can cancel with me anytime you are not satisfied.
Source: Ignite
Seller: Another Agent Will Charge Less
I can appreciate that there’s someone who will work for less, but your agent negotiates for you. If they can’t negotiate with you about their own money, how likely will they be to fight for your money when buyers make a low offer?
Source: Ignite
Seller: Why Won't You Reduce Your Commission?
Let’s say your boss came to you and said, “I want you to do the same job for less pay and you’ll have to work harder.” Would you be motivated? No. Well, that’s like me. I’ll need to work hard for you; that’s what you want, isn’t it?
You want the most money possible, right? Agents who discount their commission will offer buyer agents less money too. You want to give the biggest incentive possible to buyer agents, don’t you?
Source: Ignite
Seller: Another agent will do it for __ commission?
Wow, you got the other agent to drop their commission to __!
I’m curious, how did you get them to lower their commission?
As you consider that tens of thousands of dollars can be negotiated in a real estate transaction, you’ll realize that part of what you are hiring is a professional negotiator.
I’m wondering, how do you feel about hiring a professional negotiator, that you just out-negotiated?
Seller: Why should we pay?
Has there ever been a time when you bought something for less, thinking it was a great value – only to find out it was not, and you had to replace it and spend more? Quality lasts. It delivers value. Is this time like that time? It is.
Source: Ignite
Seller: We Need A Certain Amount From This Sale To Buy Our Next Home
Will you as a buyer pay what the seller wants because that’s the price they need? No, you’ll pay what it’s worth, right? That’s what your buyers will do too.
Source: Ignite
Seller: Can We Price A Little Higher And Come Down Later?
Option 1:
Here’s what frightens me about pricing higher. People who have seen many houses will find yours, but they won’t look at it because of the price. We don’t want to drive buyers away; we want to attract buyers. We want them to make offers. Does that make sense?
Option 2:
The greatest number of showings comes in the first three weeks. If they see the house is overpriced, they walk away and we don’t get them back. Let’s get one or more people to make an offer right away. If more than one likes your price, they might even compete and drive it higher. Wouldn’t that be great?
Source: Ignite
Seller: How Can We Be Sure The Price You're Recommending Is The Right Price?
Real estate is a market-driven commodity like stocks. If you have ever bought a stock, how do you know what it’s worth? When you sell a stock, although you know what you paid for it, the market doesn’t care. Like that, the market says what your home is worth. Why would a buyer pay more than the market says it’s worth.
Source: Ignite
Staging: I Don't See Why This Is So Important
If we want to sell faster or for more money than your competing sellers, then we need to stand out in terms of condition.
Source: Ignite
Seller: Do We Really Need To Make This Repair
We can sell it just the way it is, but it’s likely to take longer and we probably won’t get as much money. My recommendation is to have it repaired so that we can get the best price possible in the shortest amount of time. The choice is yours. What would you like to do—make the repair or take longer to sell?
Source: Ignite
Seller: Why Can't We Sell The House "As Is"?
Would you prefer to pay a few hundred dollars to paint a room, or do you prefer to deduct $500 to $1,000 from the sales price? Since buyers use outstanding repairs to negotiate a lower price, it’s usually in your best interest to make repairs rather than have to negotiate with the buyer.
Source: Ignite
Objection To Exclusivity
If a buyer objects to signing, use the script below:
Mr. /Mrs. Buyer, because of the level of service I provide, I can only work with buyers who work exclusively with me. Let me remind you that by signing you are NOT agreeing to pay me a fee.
You are agreeing to have me represent your best interests and to use my knowledge and expertise to find you the best home at the best price. That is what you want, isn’t it—to find the best home for the best price?
Source: Ignite
Buyer: I Don't Need To Work With An Agent Because I Can Find A Home On My Own Through The Internet
Searching for homes is the fun part, and we will certainly use the Internet to find your home. Finding your dream home is not why you hire a buyer agent. You hire an agent to help you get the house you find. My job is to protect your interests throughout the home-buying process, and negotiate on your behalf to get you the best price and terms.
Source: Ignite
Buyer: We Don't Have The Money Right Now To Buy A Home
You might be surprised how little it costs to buy a home these days. Would you be interested in a no-obligation meeting with me to learn more? Say, do you happen to know of anyone else who might be buying or selling?
Source: MAPS Power Hour
Buyer: I Don't Have Time To Come To The Office. Can You Just Meet Me At The House
Because your time is so valuable, that’s exactly why we need to get together at the office. See, the 25 minutes we’re going to spend at the office is literally going to save you 5 to 10 hours of looking at houses. When we get together at the office, I’ll be able to pull up every property that matches your specific criteria, we’ll be able to view the photos and virtual tours in my office before taking your time to drive by them or’ even better than that, spending your gas to drive by them. So when is the best time to come to the office — is it weekends or weekdays?
We will also be able to see if there are any contingencies or other issues that will not be apparent by just doing a tour. If there is something that would eliminate the home, better to know upfront.
Source: Ignite
Buyer: Let Me Talk To My Spouse And I Will Call You Back
I understand that, let me ask you this. Let’s do this: let’s go ahead and pencil in a time that works best for both of you and then I am going to call you back the day before the appointment to simply confirm. If it works, fantastic; if it doesn’t, then we just need to reschedule the appointment. When do you think it is going to work best, is it weekdays or weekends? Great, I’ll call you Friday. What time specifically would you like me to call you? Two o’clock. Great, what number would I have the best chance of catching you on?
Source: Ignite
Buyer: I've Already Seen The House Online. I Just Need To See It To Know If I Want To Buy It
I completely understand. The home you are calling about is amazing. However, the sellers request that I meet with all buyers prior to showing them the property. This will allow me to cover any financing issues in case you need a loan, and to give you further information about the property and also the neighborhood. Would you be able to come to my office today at 5:00 p.m. or would tomorrow morning at 9:00 a.m. work better?
Source: Ignite
Buyer: We Love It, But We Haven't Seen Enough Properties Yet
Mr./Ms. Buyer, my role as your buyer specialist—and the reason why we met for a consultation—is to sort through the homes that meet your criteria and only show you the best available homes, the cream of the crop. And the best homes on the market go fast, usually in one, maybe two, days. If you love this home, chances are someone else does too! Are you willing to lose the perfect home for you, your WOW home, the one you will absolutely love, just so you can see everything out there?
Source: Ignite
Buyer: We Really Want A Formal Dining Room
Mr./Ms. Buyer, remember at our first meeting when we talked about there being no such thing as a 100 percent house? (Refer to the Five Must-Haves sheet.) We identified _______ as being the five must-haves in your new home. Has a formal dining room taken precedence over one of these items? If so, which one? (If yes, you will need to begin a new search.)
Source: Ignite
Buyer: We Don't Like The Carpet/Paint Colour/Landscaping
I hear what you’re saying and this home does offer you a chance to add your own personal touches. Would it be better for you to pay a higher price for the seller to make the changes or just re-do this one thing yourself to meet your specific needs? Great!
Source: Ignite
Buyer: What If The Price Drops
Mr./Ms. Buyer, are you most concerned about the price of the home, or the monthly payment on the mortgage?
Of course, the monthly payment, I would have to agree with you. Let me ask you another question: do interest rates generally go up faster than home prices come down? What do you think?
Yes, no doubt about it. In fact, interest rates could rise one percent tomorrow, right? Well, home prices would have to come down 10 percent to make up for a one percent rise in interest rates. So if you are looking for a $200,000 home, do you think interest rates might go up one percent before home prices come down $20,000 in your price range?
I would definitely agree with you there. So let’s do the right thing and make an offer today before interest rates go up.
Source: Ignite
Buyer: We Want To Sleep On It
You’re right. This is a huge decision. However, I have to give you fair warning with as little pressure as possible. If you are ready to write an offer on this home, other buyers may also be ready to write. Being first to write will make a difference in negotiating the best possible price for you.
Is there something specific holding you back? How can I assist you with your decision?
If they still want to wait…
That sounds good. I will call the listing agent first thing in the morning to see if the home is still available and then I’ll call you. Do you have any questions on the property I can get answered for you?
Do you have any other purchasing concerns I can assist you with?
Source: Ignite
Generic - Professionals Creed
I’m a Professional.
I know what I know and I know what I don’t know; and I know the difference between the two.
When I know, I’ll tell you.
When I don’t know, I’ll go find out.
My top priority is that you always get the right answer.
I’m a Professional.
How long have you been in the business? 3 Scripts
1) Sometimes it feels like a lifetime and sometimes it feels like I just started yesterday, can I ask have you thought about moving ?
2) IF YOU ARE AN INVESTOR:
I’ve been an investor for “x” years and that experience led me to get my real estate license. ( you can talk about the investments you have and ask if they have or have thought about investing )
3) I’ve been a:
Interior designer
Electrician
Home stager
Contractor
Flipper
Investor
For “x” years and that’s what first attracted me to becoming a realtor. Have you thought about investing in real estate ?
What’s nice about me is that I have an amazing team backing me with many decades of experience. I have aligned myself with millionaire investors and brokers, who genuinely care about my success, through enriching the lives of my clients. You have all of that experience, and my passion and heart for this industry backing you 🙂
(this is true for any agent wth KW. Your “team” is all the associates at KW who have an invested interested in helping and supporting you with anything you need )
We Already Have A Realtor We Will List With
Ok, so you are thinking about listing with a Realtor you know?
I understand completely.
Thanks for sharing that with me.
Are you committed to this agent or is it just someone you know?
Can I make a suggestion?
Right now you feel that that Realtor is your best bet right?
Would you like to be certain of that, I mean if there was a real significant financial advantage for you, I mean a difference of $10,000 or more to a change, would you consider it?
I’m merely suggesting a second opinion does that make sense?
That would work right!
Now to be quite honest with you I don’t know if I can do that because I haven’t seen your home.
So I would like to borrow 15 to 20 minutes of your time to come and take a look at your home and see if I can do that for you… would you prefer an afternoon or evening appointment?
I've Got A Friend Who's a Real Estate Agent
Something you might want to think about is when you start to buy or sell a home, your life becomes an open book, including your financial situation. Also, real estate can be a risky business and something could go wrong. You might want to reconsider using your friend. Would you like to learn more about what is involved in buying/selling a home?
Source: MAPS Power Hour