Keller Williams Realty’s MAPS Coaching & Mastermind’s Script of The Month – Selling A Home At Market Value
Keller Williams Realty’s MAPS Coaching & Mastermind’s
MAPS is responsible for providing Keller Williams’ agents, team leaders, and operating partners, the finest tools, counseling, and support to help increase their business, productivity, and recruiting. In addition to coaching, MAPS is responsible for the ongoing success of the Masterminds and Mega Camp programs.
Script of the Month – Selling a Home at Market Value
Authored by: Dianna Kokoszka
Seller: Well we are not going to give our house away.
Agent: I understand, if you are going to give it away give it to me. (Pause) The fact is that what I sense is that you want an agent, like me, who will guard your equity and insure that, together,me, who will guard your equity and insure that, together, we will get the money possible.
Seller: But I want $400,000 for the house.
Agent: I understand and I want to get you the most money, too. Let me ask you (seller’s name), have you ever bought stock or known anyone who has? The fact is that if you bought Disney at $49 last year and the market says the price is $29 this year, what price would you get?
Seller: $29 dollars.
Agent: So even if you want $49, the market will only give you $29 because that is what the market says the stock is worth. Real Estate is like stock, therefore we have to sell for what the market will pay, not what you want.
Objection – Another Agent Can Get Me More Money
Seller: Well, I still want my $400,000; because another agent told me they could get it.
Agent: I understand, so what I am hearing you say is that as a buyer you would be willing to pay over market value for your next home. Is that correct?
Seller: No
Agent: So why do you think another buyer would be willing to do that? See many agents want to put a sign in your yard and have buyers call. Then they can take that buyer, and run out and sell them a better priced home, so they would use your home to sell others. So do you want to sell your home, or have it used to help others sell their homes?
READ SCRIPT: Handling Pricing Objections
READ SCRIPT: FSBO Questions
READ SCRIPT: Listing Presentation
MREA Base Camp
April 14 – 17, 2008
Austin, TX
MAPS Mastermind – April 28-May1
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