Two weeks ago on the #TomFerryShow, I gave you four scripts to maximize your listing opportunities.
Today we’re continuing on that theme with one specific objective in mind: Overcoming THIS objection:
“If it’s such a seller’s market and there is no inventory, where would we go?”
You know that you can help people find the perfect home for them, but there are a lot of homeowners who fear that if they sell their home, they’ll have nowhere to turn to.
So let’s overcome their fears and get them “un-frozen” to generate more listings!
For me, I can’t think of two people better equipped to solve this dilemma than two of our national speakers, Bill Pipes and Jeff Mays. So I asked them to guest host this week’s #TomFerryShow, and they delivered lots of powerful ideas.
Four Ways to Overcome the No. 1 Listing Objection
The biggest idea you want to convey to a homeowner is that ultimately, they are in control.
Here are four ways to achieve that objective:
No. 1: Tell them they can extend the closing to meet their needs
Lots of people don’t realize they don’t have to stick to a “one size fits all” contract. They can put whatever terms in it they choose.
So make sure homeowners are aware that they can stipulate that the closing doesn’t happen until a date that’s suitable for them.
No. 2: Sell now, rent back
Many buyers are happy to get any offer accepted right now, so they’re making concessions on their move-in date. We’ve talked to lots of agents who say it’s not uncommon to include a 45-day “rent back” clause into a sales contract to ensure the homeowner has plenty of time to find and close on their new property.
No. 3: Make the sale contingent on finding a new home
If homeowners are still uneasy, take it a step further and make the sale contingent upon them finding their new home. Keep reiterating that they are in charge here!
No. 4: The ultimate control: Saying ‘no’ is always an option
Remind the homeowner that if things don’t work out to their satisfaction, they can always turn down any offers they get. Meanwhile, you’ll be doing your work to find them the perfect new home to ensure they won’t need to take that step.