Term
Intro- RING RING RING
Hello? |
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Definition
| Hi, My name is _________ from _________ Realty, I was calling about your house for sale. I'm sure you're aware by now the Multiple Listing Service is showing it off the market. I was wonder when you are going to interview agents again to get it sold? |
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Term
Flow Questions- Waiting for the seller to tell you when and what didn't go right- No Specific Order- Flow through the conversation
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Definition
1. If the property sold, where would you go next?
2. How soon did you plan on being there?
3. Any idea what stopped it from selling?
4. How did you choose the last agent you had?
5. How do you feel about the job they did?
6. What do you think was missing that kept it from selling?
7. Now it sounds like you still do want to sell (location) your property right?
8. Now if I could confidently tell you I can get it sold within a month and you could get to XYZ that is still something you would be excited about...yes? |
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Term
| "We're tired of agents calling us" |
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Definition
I understand- you're thinking- where were these agents when i needed them?" If you had sold- where would you be moving to? Have you already found a place? What do you think stopped your house from selling?
Are you familiar with what we do to get homes sold? |
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Term
"We'll Sell it our selves at this point!" |
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Definition
| I can appreciate that and hear you- In this market- of all homes listed by agents- about half are selling. Of those homes listed without agents- only 5% are selling. 80% of the homes I list sell. Let me share with you what it is that i do differently to not only list your home- but sell it. |
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Term
"We're just going to wait and sell it later on"
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Definition
| How long do you think youll want to wait before trying to sell again? You wouldn't want to wait until next year and get the same outcome, right? Waiting would make sense if you were waiting for a better market but it looks like we may be at the peak- or we can wait 5-7 years for it turn again. Could you wait? If you said you could wait for the market, id say do it. But if you want to get where you're going in a shorter time frame, lets focus on what it will take to get your home sold in stead of just putting a sign in the yard and leaving. |
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Term
| "Last time we used an agent he was horrrrrrible" |
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Definition
| Unfortunately, I hear that alot. My job is to really listen and address your needs and provide you with professional consulting and assistance during the entire process. But the real benefit to you is a sold house! Can you tell me more about your experience with a previous agent? Listen and take notes to their concerns and complaints |
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Term
| "We're gonna list it ourselves-" |
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Definition
| I certainly understand and can hear your frustration- However, even though it may save you a commision. A national realtors survey found that homes sold by an agent sell for an average of 13% more than homes sold by their owners. Furthermore a good agent is also going to save you alot of trouble with their knowledge of disclosure requirements, sources of financing, contracts and showing your home to qualified buyers. Let me tell you about what i do to get homes not only listed- but sold. |
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Term
| "We'll just wait- we don't want the headache again." |
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Definition
| _________, If a legitimate offer were presented to you tomorrow, would you still sell? Well great, so there is some desire to move then right? I specialize in cleaning up for other agents- when they fail- we sell. |
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Term
| "We're honestly just not sure what to do now" |
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Definition
There are usually four main reasons homes dont sell- Price, condition, marketing or the professional handling the job- How do you feel the home was priced?
Does the home show well?
Did your previous agent provide great service? |
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