EXPIRED LISTING objection: "Do you have a buyer?"

Education & Training with Borino Productions

Richie from Keller-Wiliams asks: "I have used the script from the Expired PLUS and I reached a point when I said "If a buyer wanted to pay a good price for your home in the next three weeks would you be still interested in moving?"

The question I received from the expired: "Do you have a buyer for my home?"

Am I being dishonest with the expired listing. How should I handle it?"

Agent with expired listingYou absolutely don't want to be dishonest. Here is how to handle the conversation:

"Here is the truth, Mr. Jones. I don't really know if I have a buyer. I have plenty of folks looking to buy A HOUSE. And I have connections to other agents who work with folks who want to buy A HOUSE. But is it YOUR house? I don't know, they don't know, and YOU don't know until we get the ball rolling, put the house on the market and show it to all of them. Sometimes more than once, before they decide."

"It's like this... Once you sell this house, Mr. Jones, you will look for another one. Now imagine I am your agent and I call you: 'I found you a great house! Let's go BUY it!' You would think I was crazy right? All I can do is tell you 'Mr. Jones, there is this great home that just went up for sale, let's go take a look at it.' But the decision will be ALWAYS up to you, the buyer. Makes sense?"

"Same thing with your house. And any agent who tells you they DO have a buyer for you... well you know WHY they're really saying it."

Now, the seller may say: "Well, bring us a buyer and if they like it I'll give you the listing."  -- We all have heard that one before, right?

You smile a little (it's OK to be a little condescending) and say:
"Boy, Mr. Jones, I wish it was that simple. Wouldn't that be great? I bring a buyer, they love your house, we sign everything on the spot and the deal is DONE. That would sure make my job easy, wouldn't it?"

"Unfortunately, it doesn't work that way. Especially not in this day and age. With all the contracts, agreements, disclosures and so many hungry lawyers -- selling a house these days is pretty complicated. That's the bad news. The good news is homes just like yours are selling every day and folks just like YOU are moving. I'll show you how we'll get it done in just a few weeks and you can be on your way. I will be there tonight at 6:40."

You're being honest, you're different from the other agents and you will increase the chance for a listing appointment. 




Re-Blogged 1 time:

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  1. Yvonne Burdette-Van Camp 09/08/2011 04:29 PM
Real Estate Sales and Marketing
Real Estate Rookie
Expired Listings For Fun and Profit
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Dale Samples
304.741.4705 • www.dalesamples.com - Charleston, WV
REALTOR -Homes for Sale Charleston, West Virgini

Great script. I haven't had much luck with expireds.

Sep 08, 2011 04:27 PM #1
Ted J. Macy
Top Agents Atlanta Metro - Milton, GA

Working with expireds rock, they are easier to work with than FSBO's because they already agreed to work with an agent.  I don't use I have a buyer, I ask them why they think their home did not sell and listen very carefully, they are easy to get appointments with.

Sep 08, 2011 04:30 PM #2
Fred Griffin
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

   Back in the 90's, I worked Expireds, calling them at 8:00AM on the morning that it appeared X'd in the MLS.   Most Sellers wanted to Vent about their [previous] Listing Agent.   But they would almost all agree to an Appointment.

    We got a lot of Listings, and made good money.

   I need to give this a fresh look in today's market.  

Sep 08, 2011 04:33 PM #3
Borino - The Real Estate Coach
Borino Productions - Falls Church, VA

Thanks for your comments! Yes, in my opinion, expireds are STILL the easiest listings. You're right, Ted, often all you need to do is ask a few questions and LISTEN.

Sep 08, 2011 04:38 PM #4
Marzena Melby
Coldwell Banker Burnet Realty - Richfield, MN
Realtor, Twin Cities Minnesota Real Estate

Thanks Borino.  We need to get pass the fear of calling Expireds, they are just people who need our help!

Sep 09, 2011 01:26 AM #5
Woody Edwards
First Choice Realty, Inc - Chesterfield, VA
A Realtor® Who Answers His Phone!

Love it......I wish I could think quicker when a FSBO throws out something different.

Sep 09, 2011 01:48 AM #6
Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

When faced with the "do you have a buyer question" I tell them the truth. I do have a couple of buyers, but they are under contract. Quality agents don't keep bullpens full of buyers like a baseball team. I meet with them, explore their needs, and we develop a plan of action. And I can do the same for you...

Sep 09, 2011 03:21 AM #7
Chiara Petro
Realty Executives Associates - Knoxville, TN
Your KEY to Home Sweet Home - Knoxville TN

Great tips once again, Borino.

I have run into a couple of FSBO's that gave me a twist on your second scenario, telling me "YOU bring me a buyer and I'll talk to them."


Sep 09, 2011 06:09 AM #8
Borino - The Real Estate Coach
Borino Productions - Falls Church, VA

Yes, I've heard that one before too, Chiara.

"Mr. Jones, could I TALK you into buying a house? Impossible, right? Do you really think that a qualified buyer can be TALKED into buying your house? I wish selling a house was that easy!  But the fact is almost every home in this town is sold through an agent because it takes a LOT more than 'talking' in today's market to get a qualified buyer, sell the property, and make sure the transaction actaully closes -- without problems or heavens forbit -- legal hassles. That's why I can't do your job, and you can't do mine."

Sep 09, 2011 07:15 AM #9
Nick Good
The Good Home Team with Keller Williams Realty - Allen, TX

Great posts Borino - Our team has experience a lot of great success working with Expired's for the past few years now.

Sep 09, 2011 01:02 PM #10
Steve Mangus
not active - Oklahoma City, OK

Thanks for the post, honesty is always the best policy, and this is a great way to say it.

Sep 15, 2011 10:44 AM #11
Dave Halpern
Keller Williams Realty Louisville East (502) 664-7827 - Louisville, KY
Louisville Short Sale Expert

Most FSBO sellers and buyers eventually realize there is a lot more to selling and buying a house than sticking a sign in the yard and going to closing to pick up a check. 

Sep 12, 2017 05:26 PM #12
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