| The Prepared Agent's Guide |
to Handling
Real Estate's 84
TOUGHEST SITUATIONS |
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| a Preview... |
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| Situation #9 |
What to say to prevent a seller from
asking you to cut your commission? |
Make sure you 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:
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The words that work
- “Mr. and Mrs. Seller, 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 am a full service, full commission professional. I don't ever compromise my services 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?”
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| Situation #77 |
What to say to a seller who is 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.
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The words that work
- “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."
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| Situation #84 |
What are some real estate word choices every agent needs to implement? |
The bottom line- your word choice matters! Consider the following phrases:
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The words that work |
Avoid:
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"You have to lower the price of your home."
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Instead try: |
"Let's get your price more competitive."
This puts the focus on the sale, not them losing money! |
Avoid:
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"You have to first get qualified. "
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Instead try: |
"Let's talk with our mortgage department to determine your purchasing power."
The word qualified reminds people they can be DIS-qualified! |
Avoid:
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"I want you to. . ."
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Instead try: |
"Would you give me the courtesy of. . . (concession, appointment, callback) "
"courtesy" conveys respect, and adds polite pressure for them to not be discourteous! |
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The bottom line is, top negotiators anticipate and prepare. They know the words that work!
Dear Friend,
This may prove to be the most valuable resource you've seen in a long time. Regardless of how long you've been in real estate, you're going to encounter difficult people, and difficult situations. A few are probably coming to mind right now. The real question is, did you say the right words at the right time?
Now you can be ready with the strategy, dialogue and delivery to handle these situations! Draw upon the wisdom and experience of highly successful agents- and turn those challenging scenarios into profitable closings.
Each of the 84 Tough Situations in this manual is clearly described, provides the strategy of how to approach it, and includes several examples of the actual words that work. With a little practice, you'll be ready for any TOUGH SITUATION, positioning yourself as an expert and dramatically enhancing your value to consumers!
And if you're not happy with this resource, there's a 100% money back guarantee- no questions asked.
You'll also receive the 3-hour audio companion, walking you through and demonstrating the exact dialogue for each of the 84 situations!
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Listen in your car, from your PC, even on your iPod.
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The perfect companion to the Words That Work manual
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People have paid hundreds attending seminars to learn these real estate gems... it's yours if you order now!
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John Hamilton |
Words That Work has been written and developed by John Hamilton who also narrates the audio companion.
- John calls on a background of over 35 years of real estate experience
- John speaks to over 120 audiences annually on negotiating and sales
- His 2 day Certified Skilled Negotiator program receives rave reviews
- Visit NSMonthly.com to receive John’s FREE negotiating tips
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Option 1:
Shipped to your home or office
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You'll Receive:
Words That Work manual
All 84 tough situation with strategy and dialugue
Three audio CDs
All 84 tough situations with strategy and dialogue - 3 hours of instruction, ready to play at home or in the car!
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Only $69
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Save 20% |
Instant Access!
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Download includes:
Words That Work manual
A (pdf) file you can save and print right from your computer
Words That Work audio companion
3 hour audio (mp3) file
Detailed instructions to:
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print the manual
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listen along on your PC
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burn your own CDs for home or car
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load into your iPod!
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Only $55
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Equip every agent in your office with this powerful tool!
Contact us to learn about inexpensive license discounts.
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145 Vanceville Rd
Eighty-Four, PA 15330
724-228-8440
www.jhseminars.com
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