Intertec™ Negotiating Flashcards
ACCEPTING OFFERS
This presentation is made to an agent presenting an offer on your listing.
(Your listing is priced right and should sell for full, or close to full price. The buyer’s agent is presenting an offer for less than the property should sell for.)
What information do you have that leads you to believe that my clients … the sellers … should accept this offer?
Suppose someone else bought the home at full price … would your buyers be disappointed?
Or: Suppose someone else bought the home for $500 or $_______ less than the listed price … would your buyers be disappointed?
Suppose you called the buyers and told them that the house was priced to sell and that the sellers are firm … what do you think they will say?
Or: Suppose you called the buyers and told them that the house was priced to sell and that the sellers are willing to accept $500 or $_____ less … what do you think they will say?
Apparently your buyers like this home or they would not have made the offer. You can help them get this home tonight… or you can risk that someone else buys the home and you have to keep showing other properties until your buyers find another home. What do you want to do?
PRESENTING OFFERS
(This presentation is made to the sellers.)
Initial Introduction of the Offer
Well, we have a sale. We have sold your home. May I review the offer with you?
OR: I have an offer to purchase from Mr. and Mrs. Buyer. May I review the offer with you?
PRESENTING OFFERS
(This presentation is made to the sellers.)
Isolate Objections
In addition to … price … method of finance … terms …is there any other reason you would hesitate to accept this offer?
PRESENTING OFFERS
(This presentation is made to the sellers.)
De-Pressure
I am not here to pressure you into making a bad decision, but part of my service to you is to give you enough information to make a good decision. Is that fair? May I make a few comments?
PRESENTING OFFERS
(This presentation is made to the sellers.)
Relate Offer to CMA
According to the information on this comparative market analysis … this appears to be a very reasonable offer.
Time and Difficulty
It has taken ____ days to find buyers who want to buy your home … and who qualify to buy your home. If we lose them, it could take another ____ days to find another family who wants to buy your home and will qualify to buy it.
Your Home Is Sold
Right now your home is sold! Mr. and Mrs. Buyer have just agreed to buy your home for $_____.
If you accept the offer, you have sold your home. … It’s done. … It’s finished!
If you counter-offer or change any conditions, you do not have a sale. The buyers might accept the change, but they can withdraw.
Real Estate Speculator
Works best in conjunction with a CMA.
If you do not accept this offer, you will have just become real estate speculators. May I explain?
Mr. and Mrs. Buyer have just agreed to buy your home for $__________. If you accept this offer, you have sold your home. It’s done! … It is finished! … But if you do not accept the offer, you are in effect buying the house back from Mr. and Mrs. Buyer and putting it back on the market …hoping to make a profit of $_______, $_______, maybe $______. (Subtract offer from recent sales on your CMA, not the seller’s asking price.)
May I ask … as real estate speculators, would you buy this home for $ (amount of offer) and put it back on the market hoping to make a profit of only $ (the difference between the offer and the lowest or average of recent sales.) Would you?
Buyers Can Withdraw
(When sellers want time to think it over.)
Part 1
I appreciate that you would like some extra time to think it over, but please understand that the buyers can change their minds right this very minute.
They could call me now on the phone and if you have not yet signed, withdraw their offer.
They have expressed that they like this home, but we don’t know if this is a very close decision over another home. If we give them time, they could change their minds. We do know they have made an offer and are ready now.
Buyers Can Withdraw
(When sellers want time to think it over.)
Part 2
I just don’t want to go back to the office and be trapped into telling the buyers that you have not yet decided. I don’t want to give them a chance to change their minds. I’m going to go get a cup of coffee and I’ll stop back in half an hour. That will give you some time to think.
ACCEPTING OFFERS
This presentation is made to an agent presenting an offer on your listing.
(Your listing is priced right and should sell for full, or close to full price. The buyer’s agent is presenting an offer for less than the property should sell for.)
What information do you have that leads you to believe that my clients … the sellers … should accept this offer?
Suppose someone else bought the home at full price … would your buyers be disappointed?
Or: Suppose someone else bought the home for $500 or $_______ less than the listed price … would your buyers be disappointed?
Suppose you called the buyers and told them that the house was priced to sell and that the sellers are firm … what do you think they will say?
Or: Suppose you called the buyers and told them that the house was priced to sell and that the sellers are willing to accept $500 or $_____ less … what do you think they will say?
Apparently your buyers like this home or they would not have made the offer. You can help them get this home tonight… or you can risk that someone else buys the home and you have to keep showing other properties until your buyers find another home. What do you want to do?
PRESENTING OFFERS
(This presentation is made to the sellers.)
Initial Introduction of the Offer
Well, we have a sale. We have sold your home. May I review the offer with you?
OR: I have an offer to purchase from Mr. and Mrs. Buyer. May I review the offer with you?
PRESENTING OFFERS
(This presentation is made to the sellers.)
Isolate Objections
In addition to … price … method of finance … terms …is there any other reason you would hesitate to accept this offer?
PRESENTING OFFERS
(This presentation is made to the sellers.)
De-Pressure
I am not here to pressure you into making a bad decision, but part of my service to you is to give you enough information to make a good decision. Is that fair? May I make a few comments?
PRESENTING OFFERS
(This presentation is made to the sellers.)
Relate Offer to CMA
According to the information on this comparative market analysis … this appears to be a very reasonable offer.
