1. When you don’t want the listing
2. When presenting a low offer
3. Is the seller considering other agents?
4. Hold sellers decision for your 2nd call
5. Seller mad you’re not showing their house
6. To avoid talking price too soon
7. How to ask for the listing
8. A seller’s upset the house isn’t selling
9. Prevent commission concession request
10. When asked for your fees/commissions
11. A seller asks if your fee is negotiable
12. A seller asks you to cut your commission
13. A seller keeps asking you to cut your fee
14. A seller asks you to match a lower rate
15. Have sellers already selected an agent?
16. Seller notes few came to the open house
17. Is the seller buying your presentation?
18. Sellers are interviewing other agents
19. Another agent says they can get more
20. Seller asks how often you’ll advertise
21. Seller wants pricing advice but won’t list
22. Find out if seller is ‘using the agent’
23. Presenting a ‘Home Warranty’ program
24. Seller asks can we get ‘just a little more’
25. Early offers are often the best offers
26. Seller wants a ‘negotiating cushion’
27. Sellers don’t want a yard sign
28. Sellers don’t want an open house
29. Sellers want to list high; reduce later
30. Seller questions our motives to price low
31. Establishing a contacting schedule
32. Preparing the seller for problems
33. Questions for initial contact/home tour
34. Won’t reduce price but wants offers
35. Previous ‘bad experience’ with an agent
36. How to get written seller testimonials
37. What to say during service contacts
38. Sellers compare you to other agents
39. To reduce hostility with a FSBO
40. When re-contacting FSBOs
41. When FSBO sells their property
42. FSBO thinks they have a buyer, not sure
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43. Buyer wants to work with many agents
44. Buyers say, “I want to think it over!”
45. Buyer mad at seller slow response
46. Buyer also has a house to sell
47. Buyer wants to make a really low offer
48. Consumer asks, “Who do you represent?”
49. Handling a ‘sign caller’, what’s the price?
50. Closing the buyer….asking them to buy!
51. Getting rid of an ‘unworthy’ buyer
52. Determine if buyer has an advisor
53. Helping the buyer show the advisor
54. Identifying the ‘picky’ buyer
55. Building a negotiating strategy
56. Get commission when showing a FSBO
57. Getting a buyer to meet you in person
58. Buyer had a previous bad experience
59. Keeping the buyer comfortable with you
60. Getting a phone caller’s name
61. What to say first to open house visitor
62. Tactfully asking for business
63. When handing out your business cards
64. Nailing down a referral lead
65. How long have you been in real estate?
66. How is the real estate business?
67. Aren’t all real estate agents alike?
68. So sellers realize they have competition
69. When sellers mention a discount broker
70. Sellers to look objectively at their house
71. Controlling consumer expectations
72. Getting the listing before talking price
73. Where buyers come from
74. Advantages of being with a big agency
75. Advantages of being with a small agency
76. “Dirty tricks” some agents play
77. Price reductions send the wrong message
78. What kind of market are we in?
79. Hypotheticals and Third Party Stories
80. Get buyer to focus on house, not price
81. About the ‘bad things’ that aren’t there
82. When a seller becomes the buyer
83. Discouraging ‘ridiculous’ offers
84. Word Choices….little things mean a lot |