So I went on an appointment today. I felt very confident in my marketing presentation and my stats, I just knew that it wasn't going to go well with this seller because he was wanting to list his home about 70k over what it comped for.
Now, normally I do a fairly thorough job of prequalifying my sellers so that I don't waste my own or their time. However, I thought, "What the heck! I can use this one as practice for pricing objections." Well, to make a long story even longer, I actually called the seller about an hour before the listing to basically tell him that I thought that, in light of what the home would be able to sell for, it would probably be a waste of our time to get together. Luckily, he didn't answer his phone, and I went on the appointment.
When I got there, I gave my presentation, and they were delighted with my marketing plan, and my level of service. However, we definitely hit a big snag: the price. He then told me that he definitely would NOT be selling his home for that price. He would just rent it out. I said, "Okay. Well, I hope I haven't wasted too much of your time, and that if the time comes for you to sell this home, that maybe you'll call me."
He said, "I certainly will do that. However, I have 4 other homes that I also need sold. Maybe you could sell those for me."
Essentially, I came very close to losing 1.6 million worth of listings from this guy because I almost gave up facing an anticipated price objection. I guess it pays to hang in there and give it your best!
Allen
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