Removing Sales Obstacles Is a Positive Strategy

By
Real Estate Agent with Dirt Road Real Estate SA676002000

Many sales professionals understand sales objections. These are reasons justified or not when buyers object to making a purchase. Sometimes these sales objections are really stall decisions which a sales professional can address.  

 

Two examples of sales objections would be:

  1. The property is in a Homeowner’s Association (HOAs)
  2. The property is on septic

 

For real estate agents, there are sales objections, but also sales obstacles. By identifying these roadblocks and removing them, the purchase or listing of the house or vacant land can move forward.

 

Possibly, the best example for buyer’s agents is the pre-qualification letter. In AZ, there is an actual pre-qualification form that must be submitted with the written sales contract offer.

 

Sometimes getting lenders to adhere to this contractual obligation is like “pulling hen’s teeth.” Often the lender will complete the form but fails to have the buyer or buyers sign it. By making sure it is signed is another example of removing a sales obstacle.

 

Other sales obstacles or roadblocks can be a simple as securing a flood plain report, to permits, to Covenants, Codes and Restrictions (CCRs). Dirt Road Real Estate has a PDF library of CCR’s along with HOAs and Property Owner’s Associations (POAs). When potential buyers express interest in a particular subdivision, I can quickly send them the CCR’s or HOAs or POA’s for their review before an offer is made. This simple action keeps wasted time to a minimum. The key benefit to this action is I reaffirm the value I bring as a buyer's agent.

 

In a high velocity market where properties appear to be flying off the shelves, another obstacle is the appraisal. Understanding what a potential appraisal repair may be is essential. For me, peeling fascia trim is a constant appraisal issue. Letting the buyers know upfront before an offer is made this will probably require repair especially if the seller has stated “no repairs will be made.”

 

In listing a home, the listing agent can upload (provided the MLS allows it) additional information including but not limited to Seller’s Property Disclosure Statement (SPDS), Comprehensive Loss Underwriting Exchange (CLUE) report to even permits such as well or septic.

 

By doing this upfront work as a listing agent or a buyer’s agent, can dramatically improve the quality of sales leads (qualified buyers) and ultimately lead to increase sales and sales success.

 

Graphic by Pixabay.com

Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
Connect with me on LinkedIn:
http://www.linkedin.com/in/leannehoaglandsmith

Comments (5)

Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Leanne - being/staying aware, knowledgeable of your "product" and the ability to communicate effectively helps reduce/remove obstacles, obstructions and assorted other barriers. 

Jul 11, 2020 06:30 AM
Leanne Smith

Very true, professional sales people must be ahead of the flow. Thanks for sharing your insight Michael Jacobs 

Jul 11, 2020 02:21 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Leanne Smith -  those who can remove those obstacles will get the business and have referrals.

Jul 11, 2020 08:37 AM
Leanne Smith

So true Grant Schneider What I have discovered in real estate, by removing the sales obstacles ahead of time reduces sales objections as the sales progresses.

Jul 11, 2020 02:22 PM
Susan McCall - - Compass Realty Solutions
Compass Realty Solutions - Portland, OR
Listing and Buyer's Agent

Very complicated where you are.  I can see why you have a library of HOA's etc.  Must be a challege for each property.  So much easier where I am to sell a house that is connected to all the city services.  Wow I am impressed!!!

Jul 14, 2020 09:31 PM
Leanne Smith

Yes rural areas probably have more complications.  Even in the city of Kingman, each subdivision of more than 5 homes has Convenants, Codes and Restrictions. These CCRs may kill any potential purchase. Thanks for sharing your comments Susan McCall 503-481-2256 Principal Broker-Oregon 

Jul 15, 2020 07:30 AM
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Not all buyers are buyers when obstacles are tied to the property, so, disclosing the obstacles before making a presentation to prospects is extremely important as well as when the buyer wants to move into the property.  Get those two issues addressed before any discussion about the property should eliminate most objections and you'll know how or if you should open a discussion or make a presentation. 

Jul 14, 2020 09:50 PM
Leanne Smith

So true, obstacles can turn into objections and some of those objections may be deal breakers.  A lot of unnecessary wasted time for all involved. Thank you Kimo Jarrett 

Jul 15, 2020 07:29 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Interesting that AZ requires that form--good idea.  Some buyers just don't understand they must talk with a lender before heading out to look at homes with an agent!  Even if it's a cash purchase, need to have documentation verifying funds.

Jul 15, 2020 10:44 AM
Leanne Smith

And I provide a sample of that form to all potential buyers.  Also I have created a document about what Proof of Funds means. 

From my understanding due to much of the past real estate fraud, AZ has been outfront in stopping future fraud here in the State. Some others states have adopted some of AZ forms. Thanks Mary. I did attempt to tag you but Active Rain is not being very cooperative.

Jul 18, 2020 09:40 AM