Quick Tip: The Four Sales Script
The market is changing, we are starting to see double-digit appreciation returning to the marketplace. Unfortunately this can cause some sellers to get ahead of the market and demand prices that are unreasonable. In short some sellers are getting greedy.
As a real estate professional one of our most important jobs is to be be an educator. Try using the "Four Sales" - Script to help educate your sellers:
"We have to sell this home to four different people. We have to sell it to the real estate community, to motivate them to show the home. Then we have to sell it to the buyer. Then we have to sell it to the appraiser and finally we have to sell it to the underwriter for the bank. All of these people will measure your home-based other homes they have seen in the marketplace. Even if one of them agrees to pay over market – it’s unlikely the other three will also agree."
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How to Move Sellers Off the Fence Using the DELTA Script
We are going to wait until spring, or summer, or until we can "get our price"....
Have you had a seller say these words to you? Sellers often wait for what they perceive to be a better time to sell. They believe that by waiting they will have a market advantage or net more money at closing.
But waiting is often not in the clients best interests especially if they plan to move up to a more expensive tier of housing. By using the DELTA script you can quickly and easily demonstrate to a seller that waiting not only delays their plans it can also cost them thousands of dollars.
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What to Say When Seller Wants to "Take House Off the Market for Winter"
In our changing marketing landscape we must adapt our strategy, our sales language, and our approach to advising and consulting with buyer and sellers to ensure they make informed decisions.
In a traditional market with the normal seasonality of a stronger selling season in the spring and summer and a slower selling season in the fall in winter - many sellers will consider taking their house off the market during the winter, and many buyers may wait for more inventory to arrive in the typical spring and summer surge.
We are not in a traditional market. The market today is undergoing a transition, a normalization which in many areas means more inventory is quickly flooding back into your local MLS.
Watch and learn how to coach your clients (buyers and sellers) on why buying a home now is a great idea and why keeping their home on the market is a smart strategic decision.
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