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’re going to look at how to respond to an offer that is lower than asking price:

AGENT: I received an offer on your home today. Isn’t that great? We’ve
been on the market sixty days!
SELLER: That’s a long time.
AGENT: It is a long time. If you remember, when we did our market
analysis, the average number of days on market was twenty-four.
We’ve had twenty-two showings and this is our fi rst off er. So I’m
excited to bring it to you today.
SELLER: I’m excited to hear about it.
AGENT: Th e buyer has offered us $_______. How do you feel about that?
SELLER: I’m shocked!
AGENT: I think we should try to negotiate with this buyer. Out of the
twenty-two people, they’re the only one who has presented
something on paper to us. Does that make sense?
SELLER: It’s a little encouraging.

AGENT: They’ve held their hand up and said, “We like your house.” Now,
they may be fi shing and plan to negotiate much higher. Or they
may truly feel that that’s all the house is worth. So let’s work
together and decide how we’re going to counter this off er today.
SELLER: You’re sure that’s better than just waiting for a better off er?
AGENT: I think that we should always respond to somebody who’s
courteous enough to put it in writing. Everybody negotiates from
different levels. This may be somebody that just likes to start low.
I don’t think we should ignore the offer.
SELLER: So, how do we counter?
AGENT: First, decide what your comfort level is in terms of responding.
When getting low offers like this, I have found that many of
these buyers will negotiate up much higher. They just have the
personality type that they feel like they have to make these low
off ers. I’m sure you have a bottom line in mind, so let’s start from
that point and we’ll see if we can devise a plan that will help us
negotiate this contract.

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.

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