How Do You Respond When A Client Says, “Another Agent Said They’d List It Higher”?
It’s likely you’ve heard a seller say, “Another agent said they’d list it higher.”
Unfortunately, in our industry there are agents who, desperate to get the listing, agree to a seller’s pie-in-the-sky price knowing full well that the market will beat the seller down until they’re forced to lower their price.
Fortunately, in our industry there are many more agents like you, who have the expertise and integrity to price a house based on what the market is doing, not on what the seller wants to get for their home.
When you advise the potential client of your recommended listing price and they say, “Another agent said they’d list it higher,” use the Two of Clubs dialogue from my Magic Words That Remove Resistance. Watch this video from my Magic Words Dojo to see how this language positions you as an agent of integrity, and the one who is best equipped to help the seller make their dreams come true:
Magic Words
I know you want the highest price, but isn’t selecting the best agent more important than listing with the agent who will just tell you what you want to hear? (Client name), I'm here because I want to make your dreams come true. Isn’t it more important to know you 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.
Tags: By Referral Only, Joe Stumpf, Real Estate Coach, Real Estate Dialogue, Real Estate Scripts, Real Estate Training
January 9th, 2011 at 2:18 am
If the Realtor has no marketing skills then yes, their only tool will be getting the seller to price as low as possible with the hope the MLS will do their job for them..
October 17th, 2012 at 9:15 am
Get a broker! There are brreoks out there that sell your business for you. Search for “Selling Business” on the web and you will see tons. They walk you thru all the legalities of selling the business / real estate / etc. You will drive yourself crazy trying to figure out every little part without them. They get paid by taking 10% of whatever the sale price is. Your friend should just include that amount in his asking price calculations.