Intertec™ Rapport -Instant Professional Control/Credibility Flashcards
People follow the lead of positive people. Instantly on meeting your listing prospect and introducing yourself, you will get the best results by taking instant polite, respectful and professional control. Your goal is to get and give information on your terms, not the seller’s terms. Note: In By-Owner situations, this will generally occur after you have made a Fisbo Presentation and the prospects agree that the odds of selling privately are against them.
Serious?
May I ask, are you absolutely(3) serious about selling your home? Please … yes or no
Fair To Assume
Is it fair to assume that you want the most money (WFA) … the quickest sale (WFA) … and the fewest problems?
Four Important Decisions – 4.I.D.
When you put your home up for sale, you have four … important … critically important … decisions to make. In fact, these may be the four most important decisions you make all year!
First … Select the right agent. Not just any agent. Not all agents are the same. Some sell homes faster and for more money than others. Selecting the right agent will result in a faster sale and more money in your pocket … which is the goal, right?
Second … with that agent … discuss and determine the best price to put your home on the market. Selecting the right price will result in a faster sale and more money in your pocket.
Third … with that agent discuss and determine the commission that will bring the most showings and best offers. Commission is a marketing tool. Selecting the right commission will also result in a faster sale and more money in your pocket.
And fourth … with that agent discuss the degree of staging needed based on current market conditions. People pay more for things that are bright and shiny. Staging your home will bring more money and a faster sale.
Does this sound like a good strategy to get you the highest price and a faster sale possible?
(Segues: Ok. Let’s do this. / Ok. Let’s start here. / Ok. Here is how I like to work.)
Tour
Please, show me your home now. Give me a tour. Treat me like a buyer. Point out all the good features and convince me to buy your home. Be sure to point out any improvements you have made, any recent up-dates, newer appliances, and major repairs. I will take notes. Let’s go!
