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Agent Monday - Real Estate Coach
Happy clients at a disappointing sale price
Ep. 26
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In this episode, I give you specific strategies and a whole heap of scripts to maximise your chances of creating a positive client experience, even when the sale price ends up being less than what the owners originally wanted.
- Coach owners through your appraisal - "If your price is out there, this marketing approach will find it."
- Prepare owners for every eventuality well before deadline day.
- When presenting offers, don't have an agenda. Explain all options to your clients: Accept the offer, negotiate, or reject it and go back to the market.
- Be on their side - back your owners up no matter what they decide to do
- If they ask for your opinion, that's a privilege. Don't take advantage.
- Avoid talking in absolutes at all costs. Eg. "This is the best offer your ever going to get."
- Instead, say "If there was a better price out there right now, I'm confident we would have found it."
- Let them think about it overnight if they want to. It's ok to let people sleep on it.
- When you get close on price, don't be afraid to strategically lower your commission.
Always remember, excellent service makes the unacceptable acceptable.
Related guide:
How to approach deadlines when you have no offers
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The best way to build a real estate business with a consistent, steady flow of income is to develop your own real estate newsletter. That way you can efficiently keep in touch with a large group of people while showing them you are THE go-to real estate expert in your local area.
Agent Monday is where you find your newsletter content. We are an exclusive content library for real estate professionals. We give you helpful, educational info to share with your audience and teach you how to use it to grow your business. Find out more at https://www.agentmonday.com/
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