Special Telephone Techniquesinvestment gives you a 640 percent return on your
money, then would you be interested?”
S:“I’d be interested, but I want to know how that is
possible.”
[You then refer to your FSBO Statistics sheet for the de-
tails on the current return on your investment for your
market.]
Did you see how that worked? Let’s try another example:
Seller:“We’re not interested in using a real estate agent
right now.”
Agent:“Many of us dotake pride and personal satisfac-
tion by accomplishing things ourselves. If I could
prove to you, without a shadow of a doubt, that
you’re costing yourself more money selling your
home by owner than using an agent, would you con-
sider hiring a professional?”
And another example:
Seller:“Bring me a buyer and I’ll pay you a commission.”
Agent:“You’ll be first on my mind when I find a buyer
that fits your home. But, Mr. Seller, I specialize in
marketing and selling real estate. If I had a buyer for
every house on the market I’d be a billionaire. What
I can do is bring more buyers through your door,
which will increase your odds of selling and maxi-
mize your sales price. Wouldn’t that interest you?”