Special Telephone Techniques- “Many jobs get relocated in winter. These workers
need a place to live.” - “Fewer homes are listed in winter so there is less
competition against your home.” - “Holiday decorations can give your house a comfort-
able down-home feel. This will create an experience
that buyers will look forward to recreating.” - “You will be ahead of the influx of spring listings by
selling your home now.”
Objection: “I have someone in the family who is an
agent.”
Counters:
- “You know, sometimes hiring a friend or relative will
put you at risk of damaging your relationship should
things go sour with the transaction.” - “You may be overlooking important characteristics
in this agent that you would otherwise not have if
you hired someone you didn’t already know.” - “It’s hard to fire a friend or relative when things go
bad.”
Objection:“I already have a buyer for my home.”
Counters:
- “If you already have one buyer while advertising
your home by owner, imagine how many buyers you
would have if you had your home listed through a
professional with ten times more market exposure.” - “Chances are, if you already have a buyer for your
home, you are selling it under value.”