Overcoming Objections - Week 2: I Am Not Ready, Need to Fix Up My House
In an effort to get good feedback from experienced agents in our office and to help educate newbies on the selling process, an active participation training program has been established.
An over-sized pad and marker is set up, where agents can write down a solution they have used when meeting with home owners/buyers. This has been a fantastic exercise so far!
While many things drive fear, handling objections should be the least worry. For every reason a home owner/buyer may be resistant to hiring your services, there are two good reasons to move ahead.
Week #2 of five examines the "I Am Not Ready, Need to Fix Up My House." Here are six responses to that objection:
1. That is a great idea. We want your home to be 100% ready. Let's get paperwork signed now with a target date for putting it on the market.
2. We can get repair bids and list it for less than that amount.
3. A lot of the items you think need repaired may not be an issue with the buyers. I suggest we list the home now and see what the buyer says after getting the home inspection.
4. The buyers may not like what you choose. We can figure out an allowance amount, letting them make the home more personal to them.
5. Get a home inspection done up front to determine exactly what needs to be done.
6. We can sign paperwork and I will pay for the home inspection to be done now. You can reimburse me at closing.
Staying to the professional side when overruling a home owner's/ buyer's objections may just get you hired. If you were in this situation, how would respond to this objection?
Happy sales all!
.............................................................
Buying or selling a home in southern Utah? Call me at 435.632.9374 or contact me at wanda@buynsellutah.com to help because Wanda Can!
A portion of every successful real estate transaction goes to Bed 'n' Biscuits to help fund Switchpoint, a local homeless shelter.
Comments (2)Subscribe to CommentsComment