Persuaded... But Not Sold.

"We absolutely agree with you.. but..."

How many times have you heard that?

If I had a nickel for every time I had heard that one when facing a For Sale By Owner or Expired...

Well... I wouldn't be Coaching, Writing, or Podcasting.... I would be on the beach somewhere resting in the laurels of nearly 20 years of front line experience with the Sellers, and the Buyers of the residential real estate world. 

Ain't Got No Time For That!

So what do you do when they are telling you, "Gee, we agree that your service would be useful for others, but not for us." ?

You must as a practitioner get to the bottom of why they were selling in the first place!

A useful technique that I like to use to determine a Seller's true motivations is simple, yet direct.

You ask!

What Happens If it Doesn't Sell?

This is perhaps the simplest, fastest way to cut through all the minutiae involved in the sales process.

What happens if it doesn't sell?  Do you rent it out? Do you lose it to foreclosure?  What?  

And don't buy into their apparent lack of motivation when they answer you.  Don't relent when they say "Oh, we (priced it under market, we have a lot of buyers, we have a lot of interest, we blah blah blah) "

The reality is... if they are planning on going For Sale By Owner, there are 6 Reasons Why You Can Make them more! They need to know that!

If you are an Investing Realtor®, then so much the better! 

It's Not Easy Handling Objections!

Of course, they won't necessarily see things your way!  That's why it is important to make sure that you use a set of scripts that will help you outline what you are trying to say! 

You always use scripts in your everyday sales life.  You typically answer the phone the same way, close the same way, as well as handle objections the same way... (if at all!) 

If you continually find yourself in the situation where you are facing a Seller who is "persuaded, but not sold" then you must dig deep to determine what their true objection is!

By using powerful Prospecting Scripts, Qualification Scripts, as well as Presentation Scripts, you many times will not need to have Objection Handling Scripts! 

Start With The End In Mind! 

Once you begin with the end in mind.. (Them Signing the Contract) and work your way backwards through the transaction.. you quickly discover that the very reason why they are hesitant to sign your conract is many times because of the words you used (or failed to use) in the beginning!

It is true that the easier it is for someone to grasp a concept, the faster they will act on it!

Having trouble closing a prospect?  Make it crystal clear what the benefits are!

This why using a set of scripts to help guide your conversations will be beneficial!  Especially if you are a Realtor® who Invests! 

Just remember, Question their motivation through the "What Happens if it Doesn't Sell" dialogue, and use your scripts and dialogues to assist them in what may be the biggest decision of their life!

Tell me how it goes! 

Have a Powerful Sales Day! 

Follow me @karlkrealtor!