to meet another agent will be based on anything but these reasons. Essentially, if they had wanted to work with a friend or acquaintance, you would not be there. Example Two: “We need to sleep on it.” If this seems to be another version of “We need some time,” revisit the techniques above. If, however, it is late in the evening by the time the listing appointment ends, you can say something like:
“Think how much better tomorrow morning will feel once you’ve made a decision!”
“You will sleep more soundly once this is out of the way.”
“Signing is the hard part. Get it out of the way now, and tomorrow we can get started on fun stuff, like helping you make money.” Example Three: “I/We need to pray about it/talk to our therapist/call my mother.” Again, this type of timing objective could be related to forcing delay, in which case you can revisit the true objection. Once in a while, though, you will encounter sellers who are spiritual in decision-making or want to talk it over with a trusted advisor. In those cases, try these replies:
“Let’s all pray together; this is important to me too.”
“Why don’t you go ahead and make that call, and I’ll wait here and go over our plans?”
Example Four: “We’ve decided the house is not ready.” If this isn’t a time delay, and the prospects are truly uncertain it’s the right time to list due to repairs/upgrades, you can say this: “You’d be surprised how little ROI you’d get for extensive remodeling and upgrades to this home. In a short time, we can make simple, inexpensive improvements that will make a difference. There are plenty of ways you can spruce up the home without remodeling the actual structure.” Let them know that according to Remodeling magazine, entry doors, manufactured stone veneer, garage doors, and siding are the top four ROI improvements, bringing in 84-101% ROI without breaking the bank. New patios or decks and updated windows are also good bets. And don’t forget about the outdoor living spaces — the right landscaping can have a 150% ROI or
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