This “100% Script” Overcomes Sellers’ Greediness with Ease

It's hard to believe, but sellers are greedy. We all are, right? When we sell our homes, we want the maximum amount we can get.

The problem is that many agents will "buy" a listing, especially in this desperate market. We're finding listings, but many agents are hanging on by their fingernails, willing to do anything to get a listing. That's not how we do business. We need a script that addresses the greedy seller.

Here's a script I'll call the "100% Script." If I'm sitting across the table, I can say…

“You know what? Many people don't realize this, but statistically, in our market, only about 60% of the time do listing agents sell the listing the first time. They list it, put it on the market, do the marketing, but then the home doesn't get an offer or the right offer, and you have to list it with another REALTOR. I don't want to do that with you. I don't want to waste your time or effort. I want to give you a different experience because my goal is to sell 100% of the listings I take. To do that, I need to have a completely different conversation with you than most agents.

“Most agents will tell you anything to get your listing. That's not me. I want to make sure you're served at the highest level, which means we need a different relationship. We can go one of two ways here: I can tell you what you want to hear or I can tell you the truth. What would you prefer?”

They will always say, "Oh yeah, we'd prefer the truth."

Then I follow up with, "Are you sure?" and laugh.

When they say yes, we have permission to be gently brutal with them:

“There's a big difference between listing a house and wanting to sell a house. Your neighbors down the street listed their house, but didn't really want to sell it because of the price they put on it. They've been on the market for 90 days and are now stigmatized. Buyers and agents think the property is overpriced even after three price reductions. It's like the last ham sandwich at the meat counter—you wonder how long it's been there. People don't want to touch the last listing at the meat counter. You don't want your listing to be like that. You want it to sell for top dollar and quickly. Let me show you the data.”

Now, I'll show them the statistics from the MLS, demonstrating that listings selling between 0 and 30 days get 99.5% of the list price. Listings on the market for 30 to 60 days get less, and 60 to 90 days even less. The longer you're on the market, the worse it gets.

Some sellers say, "I'm not in a rush, I'll wait for top dollar."

That’s when you say:

“Waiting actually hurts you. Let me show you why: We have a backlog of buyers in every price range. When a new listing appears on the MLS, all eyes are on it. Everyone makes an instant decision about whether they want to see it. You don't get a second chance at a first impression. If we mess up that first impression, we're chasing the market and only getting a trickle of new buyers. It's a different marketing world now, and we have to be aggressive on price.”

These are the conversations we need to have to help you sell for top dollar. They will appreciate this. I could go on, but I'm setting the stage for success. They will love it if you have these conversations with them.

*******
Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

These benefits include:

20 Weeks of On-Demand Lead Generation Coaching: Access our extensive coaching program, offering daily guidance for 20 weeks, empowering your agents with proven lead generation strategies.

Extensive Downloads Library: Gain access to a vast collection of resources, including scripts, texts, emails, drip campaigns, checklists, systems, forms, and more, all designed to enhance your agents' productivity and success.

Marketing Assets: Stay at the forefront of real estate marketing with new social media and digital assets delivered to your team on a weekly basis, ensuring you have the latest tools and strategies to effectively reach your target audience.

Live Monday Coaching: Kickstart your week with our live Monday coaching sessions, where we deliver the biggest and brightest ideas in the industry. Gain invaluable insights and stay ahead of the curve.

Live Wednesday Coaching: Join our tech and marketing experts every Wednesday as they dive into the hottest real estate tech and trends. Discover innovative tools and strategies that will give your agents a competitive edge.

Live Friday Coaching: Tap into our live podcast series, where we interview some of the biggest names in the real estate industry. Learn from the best and gain inspiration from their success stories.

At eRealEstateCoach.com, we are committed to helping you and your team thrive. Productive agents become raving fans helping you attract the top talent in the industry.

Visit https://www.erealestatecoach2.com/explorecoaching to learn more.