Richie from Keller-Wiliams asks: "I have used the script from the Expired PLUS and I reached a point when I said "If a buyer wanted to pay a good price for your home in the next three weeks would you be still interested in moving?"
The question I received from the expired: "Do you have a buyer for my home?"
Am I being dishonest with the expired listing. How should I handle it?"
You absolutely don't want to be dishonest. Here is how to handle the conversation:
"Here is the truth, Mr. Jones. I don't really know if I have a buyer. I have plenty of folks looking to buy A HOUSE. And I have connections to other agents who work with folks who want to buy A HOUSE. But is it YOUR house? I don't know, they don't know, and YOU don't know until we get the ball rolling, put the house on the market and show it to all of them. Sometimes more than once, before they decide."
"It's like this... Once you sell this house, Mr. Jones, you will look for another one. Now imagine I am your agent and I call you: 'I found you a great house! Let's go BUY it!' You would think I was crazy right? All I can do is tell you 'Mr. Jones, there is this great home that just went up for sale, let's go take a look at it.' But the decision will be ALWAYS up to you, the buyer. Makes sense?"
"Same thing with your house. And any agent who tells you they DO have a buyer for you... well you know WHY they're really saying it."
Now, the seller may say: "Well, bring us a buyer and if they like it I'll give you the listing." -- We all have heard that one before, right?
You smile a little (it's OK to be a little condescending) and say:
"Boy, Mr. Jones, I wish it was that simple. Wouldn't that be great? I bring a buyer, they love your house, we sign everything on the spot and the deal is DONE. That would sure make my job easy, wouldn't it?"
"Unfortunately, it doesn't work that way. Especially not in this day and age. With all the contracts, agreements, disclosures and so many hungry lawyers -- selling a house these days is pretty complicated. That's the bad news. The good news is homes just like yours are selling every day and folks just like YOU are moving. I'll show you how we'll get it done in just a few weeks and you can be on your way. I will be there tonight at 6:40."
You're being honest, you're different from the other agents and you will increase the chance for a listing appointment.