Expired Seller Question: Why didn't you show my house?
You finally worked up the nerve to actually prospect expired listings. Congratulations! You have joined an elite group of superstars who proactively take control of their lead generation activities. This is a defining difference between the winners and the losers in any market, the ability to consistently create high quality leads.
For help in kicking starting your own lead generation plan visit www.expiredlistingguru.com
But now you have been hit over the head with a classic question:
"So why didn't you show my house when it was on the market the first time?"
Whoa! That is a tough one. It can be a show stopper for many of even the best agents. So let's take a look at couple of possible objection handlers that may help you get past this objection and on to taking the listing.
"The reason I didn't show your home when it was listed before is because I focus on selling my own listings. My sellers appreciate the fact that when they work with me I give them my full attention. Can I ask you - Are you completely satisfied with the level of service you received from your last agent?"
The key with this approach is to quickly handle the sellers question with a reasonable response and then to flip the discussion around and begin talking about what went wrong with their first listing. Let's look at another approach.
"Can I be honest? The reason I didn't show your home was because the buyers I worked with in your price range felt the home was priced above the market. They purchased other homes. If you would be open to it I would like to provide you with an in-depth evaluation of your home using every comparable in the market. This would include all the sold properties, all the active properties, and all the ones that like your home failed to attract a buyer."
I know that one takes some guts. But if you know the home is overpriced there is a strong chance the seller does as well. Why not go into the appointment with honesty? Many sellers will appreciate the fresh, no-nonsense approach.
To explore answers to the top 10 objections you will hear over and over again in your career visit www.expiredlistingguru.com
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