Hi folks. Are you having difficulties getting Sellers to agree on pricing? If so, maybe you are approaching it wrong. Try this.
"I'm not here to tell you how much your home is worth I'm here to tell you what it will take to get it sold." That is my opening line on my listing appointments. My goal is to get the Sellers emotions out of the deal.
In my market right now, I spend a lot of time meeting with Sellers who have properties that have declined in value since they purchased them. It's difficult when I have to tell a Seller their house will sale for less than they owe or want. But I have to be honest with them.
So by opening with "I'm not here to tell you how much your home is worth I'm here to tell you what it will take to get it sold." I am setting the ground work for my entire presentation. The best thing about this phrase is that it covers just about every pricing objection the Seller can throw at me.
"But Broker Bryant we just had an appraisal done 6 months ago that stated our home was worth $220,000!"
"I'm sure you did but I'm not here to tell you how much your home is worth I'm here to tell you what it will take to get it sold."
"Broker Bryant our home is worth much more than that!"
"I agree….but I'm not here………."
"We paid more than that and we spent another $20,000 on upgrades!!"
"And it looks great…..but I'm not here……….".
"Broker Bryant we are not giving our house away! We know it's worth more than that."
"And you shouldn't give it away. It is certainly worth more than this but…I'm not here……."
"Folks, it's not about your house, you have a lovely house. It's worth all that you say it is but I'm not here………"
"Broker Bryant why are you wearing that stoopid pig suit"
"Folks, I'm not here to talk about my stoopid pig suit. I'm here to……..
What I'm doing is getting them to "detach" from their home emotionally and getting them to think about market conditions. And I'm doing this by not disagreeing with them about what their home is worth. I can agree with them about what their home is worth because…."I'm not there to tell them what their home is worth I'm there to tell them what it will take to get it sold". Make sense?
***The picture was given to TLW by Danny Smith. So hands off!!! We miss you Danny!!!
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Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker
***The content of this blog is solely my opinion***