The Buyer agent presented a strong offer (3% below asking).  Unfortunately, it had a number of conditions, not the least of which was "sale of buyer's home".  Moreover, he insisted that the commission to the co-operating brokerage be increased from the market norm:

Here's how he defended the offer (paraphrased):

  • I worked very hard to get you this offer.
  • This is a very a good offer.  You should take it.  You won't get a better offer.
  • Believe me.  I will sell his home in 15 days.  I guarantee it.
  • I am a deal maker, not a deal breaker.   Failure is not in my dictionary.  I have never lost a deal.
  • Trust me.  You don't have to worry about this condition.  I will buy his home if I cannot sell it in 30 days.

But these verbal assurances mean little to the Seller, when the Buyer agent's own clients demand the inclusion of the clause, and he's unable to get it struck out.

Ultimately, the Sellers decided to reject the offer rather than counter.
 

2 Comments on How-To NOT Overcome Seller Objections

JUL
25
2007
 Good...You get what you focus on...and he focused on all the negatives and must have sold used cars previously....
12:23pm • #1
Surprisingly, he claims he was an engineer and has an MBA.
1:25pm • #2


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Anthon Pang, Broker, e-PRO, SRES

Mississauga, ON

More about me…

Right At Home Realty Inc., Brokerage

Address: 7045 Edwards Blvd., Ste. 401, Mississauga, ON, L5S 1X2

Office Phone: (905) 565-9200

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