Buyer Wants To Think About It
You’re looking at this house today and you want to go home tonight and think about it, and what if there was another couple who saw this home yesterday and they thought about it last night? What if you lose this home? How will you feel if I call you tomorrow and tell you that it’s already sold to someone else?
Source: MAPS Power Hour
Explain The Benefits of Preapproval
Option #1
Mr./Ms. Buyer, it’s important that you are preapproved for a loan before you begin your home search. Preapproval is really just a lender’s determination of how much money you will be eligible to borrow.
You’ll know exactly what price range you can afford.
When you find the home you love, you’ll be able to take action quickly.
Sellers will be more likely to accept an offer from a preapproved buyer.
And, finally, you can see if there are any errors on your credit report and you can resolve them right away.
Would you like to have one of my lenders call you to help with your preapproval? When is the best time?
Option #2
Let’s just assume for a moment that you are the seller.
You have been transferred by your company and need to sell your home in 3 weeks. The first thing you do is call your real estate agent and let them know that you need to sell this home and you need to sell it now. You end up listing it below fair market value because you are under time pressure, so of course the first day you receive two offers. The first offer is for cash, and it is $2,000 less than your request price. The second offer is for full asking price because those buyers really want it—however, they haven’t been preapproved, so you do not know if they can qualify, even their agent doesn’t know if they can qualify! Knowing you are under time pressure, which offer are you going to take? Are you really going to take a chance for an extra $2,000?
When you are preapproved for financing, you essentially become that cash buyer. Can you see the benefit of that? So when is the best time for one of my lenders to call you? Is it weekends, weekdays, or in the next 15 minutes?
Source: Ignite
Schedule The Appointment For The Buyer Consultation
If this buyer lead came to you based on the buyer calling in on a certain property and the home happens to be in their price range, make an appointment for them to see the property and have a consultation.
The property at 123 Maple Street is listed at $249,000. Let’s schedule an appointment to see if 123 Maple Street is the perfect home for you. Would today at 4:00 p.m. or Saturday at 10:00 a.m. be better for you?
Great. Let’s meet at my office so while we are out you can also review other properties on the multiple listing service that you might be interested in if Maple Street isn’t right for you. Does that work for you?
If you have called a referral and the buyers have been willing to answer questions and stay on the phone with you, they have the potential to be serious buyers.
Mr./Ms. Buyer, I’d like to invite you to come into my office so we can discuss what you are looking for in your next home, and use my MLS to review properties. This way, we can search for homes that fit your criteria.
When we meet at my office, we can work together to make the most of your time. I can use the tools I have to find the best matches for you and check for any contingencies and other details that would not be apparent from a property visit alone.
Are weekends or weekdays better for you?
Source: Ignite
Average Days On The Market
The reality is, we have to evaluate each home you like and decide if it is the home for you, whether it has been on the market for a day or a year. A great home always sells, and it usually sells fast. So while the average days on market is (_______), that number does not represent all the homes, because some of them sit on the market for 365 days and some of them sell in 1.
Source: Ignite
List Price To Sales Price - When Your Buyer Wants To Make A Low Offer
The average list price in (____________) is (__________), but the average sales price is (__________). That means that sellers are coming down / going up approximately (__________ dollars). The reason I share this information is that I would prefer to turn you down now rather than disappoint you later, if you think you could offer $25,000 less than the list price and actually expect to get it.
So let me ask you a very direct question. If we found you the perfect home and the seller is only willing to come down about (_________ dollars), how would you feel about that?
Source: Ignite
If Your List-Price-To-Sales-Price Ratio Is Better Than The Average Agent's
So, you are looking for a $350,000 home, aren’t you? The average list-price-to-sales-price ratio is (_____), and mine is (________). I am going to save you (________%) over and beyond what the average agent is doing right now. Let’s do the math (take out calculator), on a $350,000 home I am going to save you (________ dollars). Can you see the benefit of that?
Source: Ignite
Home Is Out Of The Buyers' Price Range
Well, that home is a tad above/below your price range, but I have three other properties right here in front of me that are in your price range that I would love to share with you.
Are you looking only in the ___________ neighbourhood, or are there other areas you’re interested in?
So how many bedrooms and bathrooms do you want?
What would you like to move?
Source: MAPS Power Hour
Offer Online Access
Would you like online access to every home on the market that matches your criteria? You’d also receive instant notifications every time a home that matches your criteria comes on the market. I’d be happy to sign you up for free on my Buyer Instant Notification System.
Source: Ignite
Make Follow-Up Calls
Over the last week, we have sent you 5 listings. I am just calling to update my files and see if you are still in the market to buy a home, if you have already purchased a home, or if not, to review the 5 homes I sent you to see if you would like to go tour the inside of any of them.
Source: Ignite
Get To The Bottom Line With Your Buyers
If you have shown more than the average number of homes and your buyers have not made an offer, it is time to go back to the drawing board.
Mr./Ms. Buyer, what you are looking for doesn’t exist. So, we have to make a decision:
- You can step into a higher price point.
- You can adjust your expectations.
- You can step away from the home buying process for a year and see what happens.
What is the best course of action for you?
Source: Ignite
Showing Homes - Seller Present And Wants To Tour The Home With You
Hello Mr./Mrs. Seller, my name is _________ with Keller Williams Realty and this is Mr./Mrs. __________. We appreciate the opportunity to look at your home. If it would be all right, we’ll just go through ourselves. Where will you be in case we have any questions?
Source: MAPS Power Hour