GROWING/WORKING YOUR SPHERE OF INFLUENCE/DATABASE

“The home purchase process requires us to work closely together. We’ll communicate frequently. Once your goals are achieved and you close on your new home, it will seem like we’ve gotten a divorce. Will you help me fill the gap by telling me who else you know who would like to be the next home purchaser?”

NEGOTIATING

“If you don’t go forward with this home, it is quite possible that it will take quite some time to find another one. I realize that we are a few thousand dollars apart on agreeing with the seller. While I respect and will honor your final decision, keep in mind that if you meet the sellers’ price it will cost you $2,000. However, if you walk away, it will cost you the home that you really love. I just want you to weigh the losses and the gains 100% in every light.”

COMMISSION

“You want to know if my commission is negotiable. As a matter of fact, it is. I would be happy to charge more.”

WORKING AS A TEAM

“There is not a question in the world that a team will outperform an individual every step along the way. That’s why I am part of a team. You get 100% service times three.”

CLOSING ON SIGNING AN EXCLUSIVE RIGHT TO REPRESENT AGREEMENT

“Because I care deeply about ensuring that the purchasers I work with are represented as fully and effectively as are the sellers, I will not work with anyone who is not my client. Many other agents are not as cautious or concerned as I am. That’s why there are only a handful of top producers. It takes high standards to make it to the top.”

GROWING/WORKING YOUR SPHERE OF INFLUENCE/DATABASE

“Hi ______, it’s been a few months since we spoke. At that time you were looking for a very special property. One that was not available at that time. Well, I may have seen that special home today. Are you still interested? When can we go to see it? The sooner the better as it won’t last for long.”

NEGOTIATING

To another agent: “I have an offer on your listing at X. Along with the offer, my buyers would like to pass along the following (personal note/or comments) about why they really love the home, and know they would be happy living in there.” “If you had to choose between taking this final offer from the purchasers or not selling your home for quite some time, what would you decide?”

WE WANT TO WAIT (VARIOUS REASONS)

“Most of the time when folks want to wait to sell their home, it is because they feel that at some time in the future they will be in a better economic position to enhance their investment power going forward. Do you feel that way and if so, what leads you to that belief? Most of the time waiting to sell ends up costing the sellers part of their equity.”

WE WANT TO SPEAK TO OTHER COMPANIES/REALTORS®

“Yes, they have lots of signs in the neighborhood, but signs don’t equal sales. May I show you how the number of signs often creates a false assumption?”

FSBOs

“If I were able to prove to you that without compelling marketing, the only kind of marketing that I provide, homes sit on the market an average of ‘X’ days/months longer, would you allow me to show you? What have you got to lose?”