Converting The Most Unreasonable Sellers - Focus Specific for Current Market Conditions 2011

 

The Challenge: Current market conditions have added more "reasons" to a Seller's reluctance in accepting an agent's recommendations for pricing, terms, marketing plan and a price adjustment schedule. How do you deal with the usual Seller objections plus a mind set based on market inattention, denial or the "my home is exempt from what's happening" syndrome?

 

The Solution is to position yourself as the foremost real estate expert in your market area(s). Participants will learn:

 

• The first 10 second dialogue and action to start establishing your Expert credentials.
• Questions not to ask because they may ruin your Listing Presentation efforts.
• How to respond to premature Seller questions like: "What's my house worth?"
• 7 techniques you must use to eliminate the skeptical Seller's opinion that you're "only" a salesperson.
• Documentation and Dialogues you must use in addition to the CMA.
• Subtle changes which turn a Listing Presentation into a Listing Consultation.
• How to explain the 4 reasons why a "Test the Market" pricing strategy is a set up for sales failure.
• How to explain the logic, conditions, desirability and acceptance of a Price Adjustment plan and schedule.
• Reverse the "fear of loss" to the Seller. How to walk away from a Listing but keep the door open for the Seller to reach out to you when reality sinks in.