If you read tip 2 then you know we have shown the client about 4 homes. Of course they want the one that is 205k for 184k. First you write the deal with enthusiasm and confidence. Remember after the deal is written plant the seed of doubt such as I think this offer is low but I am going to do all I can for you don't be surprised if it is not countered. (paint mental ownership which should be done at every showing this is another lesson) Are you going to the store to get things for your new home? I will call you on your cell as soon as I hear.
Offer comes back at 205k. (Need to work listing agent another lesson) you call the client , never discuss counter on phone set appointment as quick as you can see them ,no matter where you meet them. Now you have done your homework for prospective buyer and in todays market the house should be bought for around 195k-196k.
You meet the client. Tom and Jane they countered back at 205K
Thats the list price they are not working with us! (That staement lets you know they are prepared to pay more!)
I understand how you feel I've been than before and actually there right now with you
We don't want to pay anymore than 189k, we talked about that already thats it!
You know they love the house as they have shown by moving and telling you they are prepared to pay more. If no movement you still do this, it is the take away.
I understand what you mean remember the third home I showed you it listed for 191k you could probably buy that for 189k. (Show them not everyone is going to come down thousands as many are already been reduced several times)
We really like this home better , the other one well you know doesn't quite suit our taste. Its Ok.
Look at it like this I think we can get the seller to move some the difference between your 184 and I think 194-195k might just get the home you love is only a difference of about $59 a mth and you get what you truly want. Lets do that! Excitement is one thing you need to bring espicially now! Write new offer if they counter it won't be such a large gap with buyer wrap up the deal!
Taking things away from people espicially when they have mental ownership they become more flexible to keep what they want. No one likes things to be taken away. If they would agree switch them to cheaper house you should write the deal at or close to list. That is another reason to sell up!
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