Objection #2: “I won’t be able to get as much money for my home right now.” True, home prices have taken a hit during the pandemic, as desperate sellers try to appeal to the buyers still willing to buy, but when the pandemic ends, pent-up buyer demand should bring them back to pre-pandemic levels. Unfortunately, you can’t expect your prospects to closely follow home pricing trends. That’s why you have to educate them or convince them why now is the best time to sell.
have recouped on their own sale in a better market.
“The price you get for your home largely depends on how it’s marketed.”
This is the perfect time to lean on the content in your books. Your book provides examples of times seemingly identical homes have sold for more money because they were staged or had better-quality photos. Explain how you’ll specifically market to the right buyers. Use your book to prove you’re an expert at selling homes for more money, and sellers will have more confidence trusting you to list theirs. Objection #3: “There won’t be enough buyers willing to buy my home.” This objection is easy to overcome because you can back up your response with data.
Here’s how to respond to their concerns.
“Check out these home prices before and after coronavirus.” Find comparable homes that sold before the pandemic and ones that just sold. Look for homes that sold for similar prices to demonstrate that home prices haven’t taken a significant hit in your area.
“Buyer demand is actually very high.”
Mortgage rates remain at historic lows and are likely to stay below 4 percent.
“Even if you get less for your current home, you’ll save money on your next one.”
Before the coronavirus, there was an overabundance of buyer demand and not enough homes on the market. Even if some of those buyers back out due to changed financial circumstances, there will be plenty of buyers left who still want to own a home and take advantage of low interest rates.
If prices do take a more noticeable hit, sellers who are looking to buy a new home can actually benefit from the lower prices (not to mention low interest rates). If they’re planning to move to a larger or more expensive home, the amount they save on their next home could be significantly more than the amount they would
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