Here’s a list of Brief sales scripts to help you handle tough questions and comments from consumers.
They Say: “Things aren’t looking good. At this point, I think my only option is foreclosure.”
You Say: “Sorry to hear about your very stressful situation. Did you know that the lending industry and the government have made some very recent massive changes in how they are helping home owners like you? There are now other options for you instead of foreclosure. I would be happy to sit down with you to go over those options, so you have all the information to make the best decision for you. Do you have time this evening, or would tomorrow be better?”
— Tom Ferry, Founder, Tom Ferry-yourcoach, http://www.yourcoach.com/
They Say: “We appreciate your interest, but we want to list with a friend.
You Say: “I think your loyalty to your friend is admirable. But what about your family? Most people have the bulk of their net worth tied up in their home, so don’t you owe it to your family to get the best negotiator so you can get the best price?
“The average real estate pro in this market gets X percent of the list price and I get Y percent because I am a better negotiator. That’s money in your pocket. And even in this market, I never leave any money on the table. In addition, you will have peace of mind knowing you can fire me at will without ruining a friendship. As a friend, they will want what is best for you — not what is best for their pocketbook.”
— Tom Ferry, Founder, Tom Ferry-yourcoach, www.yourcoach.com
They Say: “I heard that if I take ‘Cash for Keys,’ I can stay in my house for 18 months.”
You Say: “I understand why you would want to stay in your house a little longer. But would you not agree that the rules are changing quickly, and consider the possibility that you might be foreclosed sooner? Do you want to take a gamble on what is going to happen in the future, or do you want to come up with a strategy to get you out of this situation now?”
— Tom Ferry, Founder, Tom Ferry-yourcoach, www.yourcoach.com
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