"Are You Trying to Tell Me Something?"
Her: "Here you go. Have a breath mint."
Him: "No thanks."
Her: "Go ahead. Take one."
Him: "Naa. Thanks anyway."
Her: "No REALLY! Take a breath mint!"
Her: "Take a dad-gum breath mint! NOW!!"
Sometimes getting a clients' attention is like getting a loved one to freshen his breath, isn't it? They smile and think you're pleasant, but they are not receiving the message.
Take this scenario, for example:
Agent: "Recent home sales indicate your home's market value is less than you were hoping for."
Seller: "Well, that's disappointing."
Agent: "Yes, it is. Homes in your neighborhood most similar to yours have recently sold for $350,000.00."
Seller: "That really surprises me! I didn't expect that."
Agent: "I understand. And look here, your neighbor has your exact floor plan and he's just put it on the market at $359,000.00."
Seller: "I see that. He has a pool too, and his yard is larger."
Agent: "Hmmm. Did you say you need to get to California as soon as possible?"
Seller: "Yes, I start my new job there in 60 days."
Agent: "So you would like to get your home sold quickly; is that correct?"
Seller: "Yes, the sooner the better. I'll have to lease an apartment I guess, till this house sells."
Agent: "Okay then. You need to get your home sold yesterday, don't you?"
Seller: (smiles and nods)
Agent: "So let's look at the facts. You are moving out of state, need to sell quickly; similar homes are selling for $350,000.00. Based on that information, where would you like to position your home in the market place?"
Seller: "Put it at $400,000.00. They can always make me an offer... "