In today's business we see many Realtors hanging up up their license waiting or blue skies to reappear. Much of this is due to Realtors who have not been able to overcome the market objections and give up on the chance to sell a home. Today we need to focus our attentions on overcoming the objections of buyers and sellers alike.
Our sellers tell us that they think its a bad market, or the economy is to blame so they want to wait to sell. But in truth the buyers are still out there sitting on the fence. It's our job to get them off the fence and into our office. First of all, the buyers want a good deal....no problem. With such an inventory of bank owned properties and interest rates at their lowest in two years, we should have no problem bringing them in. In fact, let you buyers them know that you would like to take time out of your schedule just for them to show them your five best properties list that could save them thousands of dollars. This usually gets their attention. Tell them this is a list that you share with your clients only. If a good deal is what they are looking or then it's in their best interest to meet with you for fiifteen minutes to avoid missing out on something that will not last long because these are the properties that investors are looking to grab. Secondly, now is the time to buy! Make sure that your buyers are aware that interest rates will be going up and when they do, for every point it raises they lose about twenty thousand dollars of home because they will then be paying that towards interest. Low rates, low home prices waiting is an expensive game and not in their best interest when it comes to buying power.
Sellers on the other hand are afraid they won't get enough for their home. They don't want to lower the price. Well, let them know, that it may not be the price you wanted but wat if you could sow them how to make more money without giving up their dreams. We don't control the market, we can however use this market to our advantage. Buy lowering the price of their home, they will have less in their pocket, but on the opposite side of the deal, if they sell now they avoid having the market lower the value of their home even further. When they go to purchase a new home they will make up the difference and many times come out ahead by being able to find a bigger home for much less than they could have six months before. Example... Sell a home for $10,000 less than what they intended and save money on taxes and closing. Then buy a larger home for $20,000 less than what they anticipated and again save money on taxes and closing. Not only did you make back their $10,000 loss you just put an extra $10,000 back in their pocket while giving them more bang for their buck. It's a win...win situation.
Like I said you can work harder trying to sell a home for more than the market will pay or you can work smarter and help you clients get the best deal by understanding the market and knowing how to make a transaction become a great deal for all involved.
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