What do you say when a prospect says – another agent said they’d list my house at a higher price?

January 15th, 2010 by Joe Stumpf

Working in the current economy you know prospects can challenge everything about your transaction. You’ve heard people challenging your commission and even challenge the price you know can get their home sold.

One of the biggest threats to your financial health happens if you abandon your consultancy and let the client choose the price that won’t get their home sold. Because you can already see it — the house sits on the market for 6 months with no activity and then out of frustration the seller cancels the listing agreement. Not only do you not get paid a cent, you find you’ve lost money because you’ve invested your money in all the marketing.
 
Whatever resistance you’re hearing in this current market, when you use these exact words you’ll discover how to influence your seller to list their house at the price that will let you get their home sold quickly. Watch this video and see the live training that will show you exactly what to do and how to protect every penny of your well deserved commission.

Get the Flash Player to see this player.

 
________________________________________________
 
Magic Words To Get Their Home Sold Quickly:
 
Martin (your prospect): Another agent said they’d my list house at a higher price.
 
Consultant: I know you want the highest price, but isn’t selecting the best agent [touch your chest] more important than listing with the agent who will just tell you what you want to hear?
 
Martin, I am here [touch your chest] because I want to make your (5-6-7) come true. Isn’t it more important to know you [touching your chest embed the command] chose an agent who can consult, negotiate, organize and handle the marketing of your home, rather than some agent who tells you the price you want to hear?
 
Experience shows a common mistake people make is to overprice their home with the agent who is the least competent to attain that price. [Pause and notice their unconscious shift]
 
Martin, based on what you said that you want (5-6-7) your next best step is to introduce your home on the market for $415,000 so that you get attention from multiple buyers and compel them to compete and pay you what your home is worth.
___________________________________________________

 

Bookmark and Share

Posted in Uncategorized | No Comments »

Get People To Stop Debating And Accept The Advice They Need With These 27 Words

December 22nd, 2009 by Joe Stumpf

You already know when a person gives themselves their own advice they’re more likely to take it. These are the perfect words to step aside and let the person make their own suggestion on what they should do next.

Here are the 27 Magic Words . . . 
 
Client Name, I’m curious, if a good friend of yours wanted (their 5-6-7) and was given this offer and asked for your advice, what would you say to them?
 
The reason these words work particularly well is because it’s easier to see what would be good for someone else. You can use this fact to help your client find solutions that move them beyond their current challenges.
 
_______________________________
 
Working With A Buyer Named Michael
 
Michael, I’m curious, if a good friend of yours [start to touch your chest and say these words slowly so that they search for the memory of a good friend] wanted (their 5-6-7) to make room for the new baby on the way [go slowly as you say all the words in bold and give your client time to absorb and experience their impact] and was given this offer and asked for your advice, what would you say to them?
 
_______________________________
 
It’s hard to give advice when people are not open and receptive to accepting help. It’s easy when you give people the tools they need to make the right choices.
 
Notice when you ask this question you’ll find that you give your best advice and rarely get full credit. That’s because the client believes they’ve solved their own problem. That’s OK – because you’ll know you’ve helped your client move forward, make decisions and take your advice.
 
Bookmark and Share

Posted in Uncategorized | No Comments »

What do you say when your seller says – I don’t want to give my home away?

December 11th, 2009 by Joe Stumpf

Selling real estate in today’s market chances are you’ve heard a seller say ”I don’t want to give my home away,” and you didn’t know what to say.

You may have disagreed with them. You may have agreed with them. Maybe you didn’t give them the facts to help them understand.
 
Plain and simple you weren’t ready, you weren’t prepared. It’s not your fault you didn’t have the right words. So that you can have automatic recall and make it easy for you to remember, I’m giving you my 10 Step Memorization Method in the video below.
 
The next time you hear someone say, “I just don’t want to give my home away." You’ll know exactly how to respond.
 
Use these words to increase agreement, raise awareness and give the facts that will get their home sold.
 
____________________________________________
 
Client: I don’t want to give my home away.
 
Consultant: Bob, that’s a good idea and I agree!
[ When you say this you give them an instant reframe, you start to agree with them, you join forces with them, and you can see their nerves start to calm down, now they're ready to listen to you.]
 
As you can imagine, as the person who [touch your chest] negotiates for you, I would not allow that to happen. I don’t know if you’ve already begun to notice that as your consultant, it is my responsibility to tell you the facts about the highest price I believe the market will bear for your home, so I can help you achieve your goal of [their 5-6-7] getting your home sold. Bob, I feel comfortable because I know you want enough money to get your home sold and make room for the new baby on the way, don’t you?
____________________________________________
 
Use my 10 step memorization method and lock down these words so that you have automatic response the next time this happens to you – just like when someone sneezes and you say, "Bless you."
 
Click on the arrow and watch the memorization method video now.

Get the Flash Player to see this player.

Bookmark and Share

Posted in Uncategorized | No Comments »

Words To Use And Get Price Reductions And More Closed Contracts

December 3rd, 2009 by Joe Stumpf
 
Are you currently working with a seller who is asking more for their house than buyers are willing to pay in this current market? 
 
Experience shows the more a seller and buyer engage in an offer/counter offer negotiation the more likely one or both parties will become frustrated and causenegotiations tobreak down. That’s the last scenario you want. The deal falls apart at precisely the time you’ve spent all this time and the deal falls apart and you don’t get our commission.
 
Use these three magic words dialogues and; present more offers that get accepted, tell your client about the risks of deciding to counter offer and then make it impossible for your seller to resist your request to lower their price.
 
_______________________________________________________________________
 
These Three Magic Words Dialogues Are Straight From My Black Deck – Magic Words That Negotiate Agreement
 
How To Get More Of Your Offers Accepted
 
John, the Smiths have agreed to buy your house and I’m not going to say that this is the perfect contract; however, for just a moment imagine that because the Smiths have agreed to buy your house, you now can get your kids into the Spokane School District and have them feel adjusted with all the other kids before the first day of school. While you imagine that, let’s take a closer look at the terms in which the Smiths have agreed to buy your house, shall we?
 
Tell Your Client About The Risks Of Deciding To Counter Offer
 
John, I appreciate that you would like the Smiths to consider another offer now so that you might get $385,000. As your consultant I need to tell you the facts about the market before you try to do that.  
 
John, since the Smiths have agreed to buy your house, if you choose to counter offer it’s a bit like saying, “I want to buy my house back from the Smiths for $385,000. I’m not saying accept this offer, and I do want to advise you that you may really want to think it over before you decide to buy this house back from the Smiths because contractually your house is sold.
 
Make It Impossible For Your Seller To Resist Your Request To Lower Their Price
 
John, because you said you want to go ahead and make this counter offer of $385,000. And I know you want to create more motivation for the Smiths to act quickly and accept our counter offer. I suggest we tell the world what the new price is and we do that now by lowering the price in the MLS. The lowered MLS price should help the Smiths to have a sense of urgency and reach agreement right now.
 
_______________________________________________________________________
 
As you begin using these Magic Word dialogues to present offers, you’ll discover you’ve become a stronger advocate for your client so that your negotiation skills alone are worth every penny you make. 
 
When you reveal the risks of a counter offer you’ll see how clients actually begin to trust you more and listen to your advice as they follow your requests.
 
In this market you’ll realize this is a critical skill set to have when you need to get price reductions and increase agreement between sellers and buyers and reduce the risk of losing transactions so that you close more deals and keep your commissions.
 
Post a comment of your experience when you use these dialogues. I’d love to hear about your successes.
 
Bookmark and Share

Posted in Uncategorized | No Comments »

Magic Words That Make Introductions Easy

October 30th, 2009 by Joe Stumpf

Here’s how to give your clients specific instructions on how they can introduce you to the people they care about most.  In your next letter or email, add these Magic Words to make it easier for your clients to know how to best introduce you to the people who may need your help.

After you read this, let me know how soon you’ll start using these Magic Words.

Magic Words

Here are three simple steps to follow the next time you’re in a conversation with a person who mentions they are considering buying or selling a home in the Tri-Cities area:

Step 1:  Take out your cell phone.
Step 2:  Look up my phone number (555-555-5555).
Step 3:  Call me immediately.

Offering your client a three-step process will make it easier for them to introduce you to the people they care about.  This may be one of your most important communications that you can have with your client base.

Bookmark and Share

Posted in Uncategorized | No Comments »

Introduction Follow-Up Call Phone Script

October 16th, 2009 by Joe Stumpf

I’m glad you asked for the phone script, here it is. (You’ll want to refer to my previous post for the context to use the script.)

Introduction Script – With Letter

Client: Hello?

BY REFERRAL ONLY Consultant:

Hi Sandy, Joe Stumpf here. Do you have a minute to talk?

Client: Well, as long as it’s just a minute…

BY REFERRAL ONLY Consultant:

I promise to keep this brief. Your friend, Tim Dorland, referred you to me and he had some real nice things to say about you. Did you receive my letter?

Client: Yes, I got your letter.

BY REFERRAL ONLY Consultant:

Did you have a chance to talk to Tim? (listen)

What did he say? (listen)

May I ask, where are you currently in your buying/selling/ borrowing process? (listen)

If you’re interested, I would like to offer you a free initial consultation. Here’s how my consulting services work (describe how you work and offer time to meet and discuss their needs)

 

 

Bookmark and Share

Posted in Uncategorized | No Comments »

Get More Appointments By Building Rapport First

October 14th, 2009 by Joe Stumpf


When a person says, "My brother is thinking about buying, selling or borrowing," what do you do next? 

What kind of information do you seek out about the brother before you make contact with him?

The first thing to do is gather as much information as you can about the brother so when you contact him you have some type of rapport.

Here are 10 questions to gather all the information you can about the person who was referred to you.

10 Questions to Ask Your Client About the Person They Referred

1. What is the nature of your relationship?
2. What do you admire most about them?
3. Why did you think of them first?
4. What kind of person are they?
5. What do you know about the rest of their family?
6. Do they have any special interests?
7. Why do you think we would be a good match?
8. How do you think they will respond to your giving me their name?
9. What are some challenges they are facing right now?
10. What is the best way for me to approach them – do you want to call them first, should I call them directly or should I send them a letter first?
 
Your first contact with the referral is critical. One way to begin a relationship is with a letter of introduction. If it fits and it’s appropriate, I encourage you to send a letter before you call.
 
Here’s a sample template for the letter:
 
Introduction Letter Sample Template
 
Dear Sandy,

I recently had the pleasure of helping Tim Dorland and his family buy a great oceanfront home in Daytona. In the course of our conversation, your name was mentioned. Tim is a big fan of yours because (fill in specific information from your questioning) and he admires you a great deal.

Tim also told me that you and your wife were looking for property along the coast. I help people move from their current home into the coastal home of their dreams.

I told Tim I would call you and introduce myself, but I thought you might want to give him a quick call first to see what he has to say about the value of my help.

In a few days I’ll contact you by phone to see if there is any way that I can help you. Please know that because you are a (colleague/friend/family member) of Tim’s, I will respect your time and wishes.

I look forward to talking to you on the phone.

Your Name,

BY REFERRAL ONLY Consultant

What process do you use to follow-up with your referrals?

Reply below and let me know.

 

 

Bookmark and Share

Posted in Uncategorized | No Comments »

« Older Entries