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:
- The property is in a Homeowner’s Association (HOAs)
- 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.
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