What to Say When a Buyer Tries to Cut You Out of the Deal
In my career, and teaching the ABR® class, the Accredited Buyer Representation class, one of the biggest objections you'll get from a buyer is, "hey, I think I'm going to work with the listing agent directly. I think I can save a few dollars, and I'm pretty tight on my budget, so I think I'm going to try to do that."
What do you say to that? What's your response to that?
Well, it's a valid concern, especially in today's buyer agent world where buyers may have to write a check. Of course, we know that's not super common today. It might be in the future, but in today's environment it's not super common.
So my response to that is very simple. I would say:
"Hey, listen, I totally understand. If that's what you want to do, more power to you. But can I ask you a question—other than the commission, do you see any other benefit from doing that?"
Most people say, well, not really. And that's where you follow up with this:
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"So I just want to plant a seed for you. I want you to think ab...
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