Okay so what happens when they say "I get all that, but I really don't want to be bothered with selling during the holidays"... here's my next response after using objection handler #1 from Friday and handler #2, from yesterday....
"I don't blame you... and let me ask you a question... when do you really start settling in to celebrate the holidays? Do you have family that comes to town? If so, when? ... okay then I have the perfect solution for you... We will promote your home non-stop to only serious buyers up until ______________ (date they gave you) and from then until Jan 2 or 3 we will restrict showings that way you don't have to be bothered during the time.
This way, you get the best of both worlds... you get to be on the market at a time when the most serious, motivated buyers are out shopping AND you don't have to be bothered with getting your home ready during that time frame - it really is a win/win isn't it?
Okay so lets go ahead and get together later this week so I can share with you how much more money you can get right now versus waiting, sound good?"
Now, if they still push back after that one, I have a few more for you and I'll cover those tomorrow. In the meantime, I hope you are writing, chanting and roleplaying the wait til after the election handlers because if you are making contacts every day like I am, then I know you are hearing it pretty regularly.
"Totally understand that waiting until ________ is the plan and I'm on board with that so here's what I'm going to suggest...
Lets have me out now so I can at least take a look at your home and give you suggestions of things you can do to get it ready for sale that'll get you top dollar after the holidays. That way you don't sink a dollar of money into the home without knowing what you're return will be. Also, while I'm there, I'll give you an idea of what it's worth today and what it may be worth in _____________. That way you also know exactly what to expect money wise as we head into the new year - sounds like a win/win plan, right?"
And then close for the appointment. Now, you may be thinking... Jeff why not just set a follow up date for after whatever it is they tell me they want to wait on?
Here's why... that's what your competitors do and by the time my competitors follow up I'll already have so much rapport that it won't matter that they did because I will already have been in the home, met with the sellers, added them to my database, kept in touch, wished them a happy holidays, etc... so in my mind, I already have the listing and it's just a matter of time of when it goes live (which is also why post dating an agreement whenever possible this time of year helps).
Okay between the election and holidays objection, I gotchu. Let's make some contacts today that will tell us one or the other so we can continue to practice and get better (in addition to your writing, chanting and roleplaying).
Jeff
P.S. LeadUp is next week and I have exactly 3 seats left if you want to make a last-minute decision (and you qualify) to raise your leadership lid for your agents next week!
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