I Am Not Going To Sell Your House.........YOU ARE!!
I went on a listing appointment yesterday and the seller must have just come back from Sellers Training school. As a Realtor you know when you sit down at the kitchen table and the attitude of the seller tells you, this isn't going to work out so well.
The seller kept cutting me off; he wasn't going to give up control of the conversation easily. Little did he know he was going to give it up, I just didn't know how. "I just interviewed two other agents this week." He said "Great I replied" Before I could get in another word he let the cat out of the bag.
"What the hell are you going to do to sell my house that the other agents aren't going to do? And why should I pick you?" In such a firm voice, I could tell this guy was already upset and means business. I said to myself he is scared and really needs to sell this house, why is he like this I've only been here for three minutes. I've got to knock him off this track he is going the wrong way. I know I can help him sell this house. I always practice "role play" listing appointments, you can't just say stuff. I am telling myself!
I replied off the cuff and well out of my comfort zone with "I'm not going to sell your house!!! YOU ARE?" Pause, his jaw is on the floor at this point he can't believe I just spoke back in an equally stern voice. Real quiet I said "You need to understand that I'm selling myself and my service. AND I'm here to decide if I want to market your home for sale, I'm a marketer! NUMBER 1 and NUMBER 2 I'm a consultant! This market can be quite difficult when it comes time to close." Pause "Please let me finish!" pause...
By hiring me you stand a better chance at getting a higher price, a quicker close because my experience will help minimize the heart ace of trying to close in this kind of market. PAUSE.....
"You are the sales person, you will sell the house!" "I will, if hired assist you but you make all the important decisions such as: Price, what price will you list the house? Will you stage the house? Are you going to have an inspection and will you fix the deferred maintenance issues if any?"
"Look" I said. If I'm going to spend my money marketing your house, I've got to be sure your going to do your part in this also. "Let's both agree that we will talk a bit and one of three things will happen today
1. You hire me!
2. You don't hire me or
3. I don't accept the job.
"OK" he replied "go on!" Now he is thinking "where is this guy going with this."
All the bells and whistles the other two agents presented didn't matter. The office they belong to doesn't matter.
Once I took away his ability to "dump" responsibility onto someone else he realized that as much as he wanted to "put the monkey on someone else's shoulders" he couldn't do that. However I was here to help him deal with that monkey on his shoulder.
Yes, later that day I got the listing but more importantly I get a "seller" and a new friend. He is willing to listen to the market; he has confidence in his ability to sell his house because together we have all the pieces to a plan.
Mastering the Listing Presentation is the most critical skill in real estate and your income is directly related to how you handle the presentation. Getting a listing that will never sell is the fastest way to go broke in this business. I believe in the Learn one, Do one, Teach one way to master these skills.
Feel free to contact me if you would like to drill, practice and rehearse your way to a wealthy career in real estate.
If your a seller in this market area and need a skilled negotiator to assist in getting the most money in the shortest period of time with the least amount of heartache, call someone who knows the market, call me.
As a Real Estate Professional and consumer advocate, I will always ensure that your best interests are protected. Call me any time (772-204-9965) to discuss what you are looking for in a property and how we can get you the best property for your investment.