If you can show home sellers that buyers are in fact making offers on homes, you can overcome their doubts and win listings. Objection #4: “I’m still scared to let strangers into my home.” Even once we get the all clear to resume life as (mostly) normal, some people will still be hesitant and overcautious. The key is not to downplay their fears or pretend to be an infectious disease expert. Instead, focus on what you can do to overcome those fears. “We will take extra precautions to make sure your home is safe.” April Hunter, another Authorify member, has been putting together sanitation kits for her sellers, including gloves and disinfectant wipes that can be left in the home for showings. She also reassures people that agents must adhere to a strict code of ethics that won’t allow them to bring visibly sick people into other peoples’ homes. “I do have a couple of listing appointments. I've been having them send me the photos. I've been having them send me videos. I'm running comparables. I can send them to them, a CMA, and then we can get on Zoom and we can share screen. And I let them know, ‘Hey, we have DocuSign. You don't have to leave your home. …We can still get you professional photos done. You don't have to be there.”
Colleen Souza, an Authorify member, has this to say about home buyers emerging from the pandemic. “Even with this blip that we're going to have here for a few months, with all the changes with the virus, a lot of them have a ton of money saved and they are ready to buy homes, and they are a large population,” Colleen says. “So they're going to start jumping into the housing market, continue to, and it's going to continue to bring lots of buyers to the forefront.” “I recently spoke to my lender, and he/she says rates will remain at historic lows, which means buyer demand will remain high.” Lean on your lending partners. Instead of simply giving your leads your own predictions or insights about the housing market, give them expert input from real mortgage lenders about current market trends. If possible, call up your lending partner when you’re meeting with potential sellers, or get them to record videos ahead of time sharing their expertise. Not only will their input give your sellers confidence in buyer demand, but it also proves you’ve got a top-notch team to back you up. Plus, your lending partners just gave themselves a big advantage with your potential clients if they are also purchasing a new home in the area. “Check out X number of houses that just went under contract in your area.” There’s no easier way to overcome this objection than by (politely) proving it wrong. Show your potential clients all of the homes that have gone under contract in the last day, week, or month — depending on the size of your market.
6
Powered by FlippingBook