Salvatore Coddetta, trainer specializing in real estate
Whenever we discuss the price with a seller, you are going to receive to meet some objections. Remember, the only objections are unanswered questions, revisited. Sellers are very emotionally attached to their homes, which sometimes affects their rationality. Here are six common objections that you receive during the meeting with the seller to the owner of the house price adjustment and its effective solutions to keep your job and your income on track:
Objection 1: "We want to reduce the price of our home just a few thousand euro, say 1,000 or 2,000 Euros."
You're often faced with this type of objection. The strategy is quite irrational and will be ineffective because it does not adequately address the problem of price. Here are two ways to respond to this objection:
Real Estate Agent: "I understand your concern. Signori sellers, if we had sold the house at a price close to that market, now we would have at least a few offers. If you were a buyer looking for a house and make a donation of 1,000 or € 2,000 lower than the request, the seller would be difficult not to consider it, right? The same goes with your home. If we were in the range right now inquest would be employed to receive proposals. The key is being first in the price range right, the price range of other comparable houses on the market with your ".
Real Estate Agent: " The market does not recognize the price reductions of less than 5%. ".
Objection 2: " A other employees of the "Real Estate Lie" told us that our house is worth more than its market valuation ".
This is a common objection of many proprietary vendors. They are inundated with many real estate agents who try to get their job telling sellers that their house is worth more money than you really can get.
Real Estate Agent: "I understand your concern. Gentlemen sellers, no matter what you say, that this is another agent, appraiser, your banker, your neighbor, anyone! The only person who really knows the value of your home is the buyer. What anyone else thinks is really irrelevant. Are not the buyers of the house. As someone wants to dictate the value of your home, the market is the ultimate judge ".
Real Estate Agent: " A lot of agents will try to convince you that your home can sell for more money. Real estate agents do not have control of the value of homes. The market determines the value of houses. Let's make a professional assessment with the synthetic comparative method ".
Objection 3: " Rather than replace the carpet (repainted the walls, change the tiles, etc.), we find a buyer with a check ".
Feels This is because Sellers often do not want to spend extra money on a house they are selling. It may seem logical, but really jeopardizes the quality and value of their home, when shown to potential buyers.
Real Estate Agent: "I understand, but remember, buyers make decisions to purchase based on emotion, then justify the purchase decision with logic. Imagine the feeling of a buyer who walks into your home, and sees smell of a new carpet. It makes a big impression. You see, I just want to do everything possible to strengthen the emotional impact of your home on the buyer to make you get the highest sale price possible " .
Objection 4: "We need that money to buy our new house in another area
" .
The seller often sets the price of his house on the basis of what he wants to buy, not on what a buyer is willing to pay. With this claim, the seller asks you to help him get into his new home, not only to help sell the old one.
Real Estate Agent: "I understand your need to gain from the sale of your home the money to buy a new one. However, the amount of money needed to buy your new home and what a buyer is willing to pay for your not are connected. Maybe what you're asking is: how can we buy our new house with the proceeds of this. And 'this is the case, am I right? Let's take another look at the numbers and see if we can find a way to do both operations.
Objection 5: "We're asking to make improvements on the house and lower the price, but you do not are willing to reduce your Commission .
This is a variation of "we want you to lower the commission" objection that you often hear during the meeting in acquisition. This argument is made even when the sellers feel they are paying too much to sell their home is a matter of perception value of the service that you have in return. I somehow think that sellers should also reduce part of your committee if their house has a wrong price or has other problems.
Real Estate Agent: "I understand your concern. The condition of your home and the final sales price is unrelated to what I earn for my services. Let's have another look at our business plan and tell me what are the items you want to delete ".
Real Estate Agent: "Reducing my Commission will decrease your chances of selling the house. Less money means less money for commissions for advertising and less money for rest of our marketing plan ".
Objection 6: " We have a structural problem, but we will not tell the buyers ".
add this because I wanted to happen sometime in your career. If you hear people say this I strongly urge you to be strict with your customers or end the relationship. There will be no more assignments. Your reputation is something that can not afford to be damaged. You can tell these people that:
Real Estate Agent : "I understand your concern, but I can not take a position without ethically disclose everything to the buyers. If you want to proceed with the signing of the assignment is necessary to fix the problem and identifying its existence to potential buyers. There are other areas that we need to discuss? "
Wishing your success in real estate,
Salvatore Coddetta , trainer, expert real estate
Final Tip: Salvatore organizes training courses for real estate professionals. For information and registration visit www.formarealestate . info@formarealestate.it it or write to or call 06991969 54
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