Script Practice Saturday

Happy Weekend everyone! We hope you’re having a successful time hosting open houses and taking clients on showings. In order to continue to help you to grow your business, we will be sharing a real estate script every Saturday. If you’d like to see a script for a specific topic let us know by emailing Jennie at jsherkness@kw.com.

Today we are going to look at a script to use when your seller says another agent will list their home above market:

SELLER: Joe at XYZ Realty said that he would price my home much higher
than what you’re suggesting.
AGENT: Sure he did, but I consider that a win-lose relationship and with
me, it’s win-win or no deal! When I say it’s a win-lose relationship,
I mean it would be a “win” for either Joe or me and a “lose” for
you! Does that make sense?
SELLER: No.
AGENT: Joe has agreed to take your listing at such a high price because he
wants to use your home as leverage.
SELLER: What do you mean?
AGENT: Joe will use your home to generate buyer leads, and when the
potential buyer discovers your home is overpriced,  Joe will sell
them another home. “Win” for Joe because his need is met; he
made money. “Lose” for you because none of your needs are being
satisfied. Anyone who tells you he can get $_______ for your
home is using your home as leverage to attract buyers. Both Joe
and I know what’s going on; I’m just the only one being honest
about it. How important are these needs for you? [At this point
you should have already conducted a needs analysis. If the seller’s
needs have been documented, slide them in front of the seller.]
SELLER: Very important.
AGENT: Then shouldn’t we assure a win-win relationship from the start?

Are you interested in joining a company that teaches it’s agents how to talk to clients in all situations? Then give us a call at 215-631-1900 or email Jennie at jsherkness@kw.com.

*Script from KWU Connect

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