Discussion with Homeowner on how to Get The Listing at the Right Price
Looking for advice on how to start your dialogue with a potential seller? The following is an example of what I would suggest to discuss with the homeowner during a Home Evaluation or potential home evaluation. I would try to do this prior to seeing the home and presenting the evaluation.
I encourage you to read the following and see how it can enhance your presentation. Please note that I used this presentation to list thousands of homes that included over 400 by-owners that SOLD!
My presentation would begin as follows:
“Mr. and Mrs. Seller,
In the sale of any home the goal is always to realize maximum dollars to you the owner. This should be your goal with any REALTOR® you interview or even with yourself should you decide to sell your home on your own.
With our unique HOME SELLING SYSTEM, we have established an incredible track record of delivering maximum dollars to our clients, like yourself. We do this by creating a marketing program that will create a high value perception to the public of your home. We ultimately, have to demonstrate why your home is worth what we believe it should be.
To achieve this concept of high dollar perception, we can control certain aspects of the viewing experience in order to persuade the buyers coming in touch with your home to have a favorable impression.
The highlights of our marketing program includes . . .
Personal presentations to both the REALTOR® and to the potential homebuyers coming into touch with your home.
A first class web presence – your home will be featured 24 hours a day – 7 days a week
Professionally written and printed marketing materials
The first class reputation of our Corporation
We will ensure that you receive the best possible offer through strategic professional negotiation
We must fully understand your objectives and your feelings about what you want and desire regarding your time frame and knowledge about your home. When we can determine this, we will be able to develop a personalized home selling plan for you and your home.
I would like to start understanding your needs and desires by asking you a few questions . . .
Questions:
1. Where are you moving to?
2. How soon do you have to be there?
3. What past experiences have you had in the buying and selling of property?
4. What have been your past experiences with the real estate industry?
5. What Realtor® services are important to you right now?
6. Have you ever been presented with a Home Evaluation?
7. Is there a mortgage on the home?
8. What items, if any, are potential problems (plumbing, furnace, shingles etc) that could effect the price?
9. Do you have a price in mind that you would like to list for?
10. Have you ever considered selling for sale by owner?
At this point thank them and ask . . .
Before we continue (see the home, present evaluation, come back etc), Do you have any questions you would like to ask me prior to meeting?”
I found this process easy to remember in time! Before I completely memorized all the dialogue, I used a cheat sheet that had the questions on it as well as for note taking.
These questions evolved over my career and can continue to evolve for you.
If you learn to use this format, you will start to see continued results in your listing career.
Until next time, keep up the work!
Wayne William Heine
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