This video will show you how to search for deals and also find comps to help you determine if a property is a good deal or not.
Category Archives: Buyer Services
Close: Better To Pay More
Buyer OR seller is complaining that “it’s too much” or “it’s over our budget”:
“I know in my life, I’ve bought things or paid for services that I paid too little and regretted, big time. When it comes to a home, the greatest investment of my life, I’d rather pay a little more and get exactly what I want and deserve, than pay too little and regret it. I know you feel the same way. Let’s do this. Sign right there.”
They continue to hesitate or not move forward:
Close: Over Budget
When the buyer says or has a “budget” in their head that they “must” stick to – and they find the right house – you know it, they know it, and they’re still not moving forward and they site “budget” as their reason:
“Name(s), you can say that about your credit cards, your car payments, your insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they’re all too much. They’re all more than you want them to be but you still do them every month. This is your home. This will be in your home for many years and you’ll get used to this expense. Only difference is, it’s an investment, not just a bill. Let’s do this.”
You can also save the “It’s not just another bill, It’s an investment” if they continue with disagreeing or hesitating with moving forward.
“Name(s), you can say that about your credit cards, your car payments, your insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they’re all too much. They’re all more than you want them to be but you still do them every month. This is your home. Let’s do this.”
Then they hem and haw – “We still have to think about it more.” Or “We just can’t afford it.” Or comment that indicates they’re not moving forward NOW. You say:
“I completely understand. But you know what? This isn’t just another bill you’ll be paying. It’s an investment. It’s your domain. It’s your forced savings. It’s your wealth creator. And this home is right for you.”
They hem and haw more.
THE Only 4 Objections In Sales
They are:
1. Money
2. Time
3. Stall
4. Product/Service
Consumer’s use these either with legitimate reasons (and money is never legitimate) or they are not SOLD on something you’re presenting.
Take OWNERSHIP of your failure to convince someone to buy from you.
The advantage of knowing what objection a potential client/customer is using, puts you in a position to know how to handle that objection. This is very important.
Listen, you either want to sell or you will be sold!
Sales Cycle – Create Urgency In Your Pitch
This video highlights some simple techniques for creating urgency in the potential client/customer.
There are ways to create urgency which are overused, like, “The house might be gone tomorrow” – I prefer techniques or simple sayings that are more positive in nature.
Remember, on your NEXT 10 phone contacts (phone calls, texts, emails, face to face), try to incorporate a little push in the direction of positive beneficial urgency to the potential customer and see what happens.
Good luck! Make it happen.
Buyers: Pre Appointment Dialogue – Close On Appointment
This document is the “questionnaire” for when a buyer calls on a property. You can also use it to call buyers back.
It is not your typical “questionnaire” or buyer screening form. It’s an APPOINTMENT MAKER form. Too often we ask questions like “Are you working with an agent?” or “Are you pre-approved?”
These are yes or no questions and often lack details. Getting intimate information from a first-time caller isn’t the point of an initial phone call. The point is for the person calling – to get information.
So with this form, you’re simply OFFERING information. Positive attitude and keep the conversation in your command and CLOSE on an appointment, where you’re OFFERING VALUABLE INFORMATION to the person calling.
https://www.private.tommcgiveron.com/wp-content/uploads/2015/10/Incoming-Calls-Buyer.pdf
Closes: Buyer First In With An Offer Close
Memorize. This close encourages buyers to make offers.
Incoming Call Buyer Script Part II
This is the actual dialogue.
Incoming Call Buyer Script Part I
Here I’m breaking down the actual script you’re going to use every time you take an up call.
TWEEK – When putting on HOLD – ONLY SAY “Hold please.” – Right after getting their information.
In next step you’re going to offer altneratives – “I’ve got some great options for you….”
Out of all this, the greeting is the most critical. Greet strong and always answer the phone the same way for all calls. To get in the habit, answer the phone the same way even when you know who’s calling.
The script is designed to get us appointments. It is NOT a questionaire. Please refer to part II to practice the dialogue specifically.
I also categorized this under LEAD GENERATION – not Buyer Services. These calls are about generating and closing a lead.
Remember this is a SALES CALL. You’re selling them on the idea that there are options. You’re selling them on idea that you know what you’re doing. You’re selling them on the idea that we are different than all the other agents who use the same questionnaire to “screen” callers.
We don’t screen – WE SELL!
Treat A Buyer Like A BUYER
Golden rule of working with a buyer – treat them like a buyer and they will buy.
This video goes over a simple closing dialogue you can use with a buyer after each set of homes you show them.
The “1-10” scale closing question. Remember to get the buyer to rate each category as well (Price, Location, Style/Condition) – very important.