I love the acronym T.E.A.M. which stands for:
Together Everyone Achieves More.
Real estate is all about those four words because real estate is a people business. And the best business is when all parties get to work together so that the outcome that everyone gets to walk away with is one where everyone had a win in the transaction.
To a seller, price is important but it’s not the only thing that matters to sellers.
Just today I had a conversation with a probate administrator who cares about getting the best price but what I got from carefully listening to what she told me is that she wants to work with someone who is not a flake. She mentioned that two other people went over to see her inherited house and promised an offer but never followed up with her and never submitted that promised purchase agreement.
She was really bothered that someone would not follow through on their commitments and asked me if my offer would be one where I could potentially come back before the closing with a list of unexpected repairs and in turn ask for a price reduction.
I quickly acknowledged her concern and complimented her on exercising sound judgment by asking those kinds of questions.
The more we spoke, the more I learned about her concern with being taken advantage of and the infamous bait and switch.
As important as the sales price of the house is to a seller, you must invest in deep conversations and carefully listen to the words they are using because underneath that discussion you will discover what they truly care about…and it’s not only price!
Scripts are great but they should only be used as templates. You should infuse your personality into them.
Yes, take the words and phrases that have been proven to help you move your sellers over to your side, but by all means DO NOT become a robot. Instead, tweak them and bring out your voice because after all it is you who these sellers need to connect with.
Words are powerful and if used correctly you will convert more leads into closed sales.
I even customize my purchase contracts with the use of the words that my sellers have expressed that matter to them.
To your success,
Ernie “Investing in Deep Conversations” Vargas
