EXPIRED LISTING objection: "Do you have a buyer?"

By
Education & Training with Borino Productions
http://actvra.in/jf7

Richie from Keller-Wiliams asks: "I have used the script from the Expired PLUS and I reached a point when I said "If a buyer wanted to pay a good price for your home in the next three weeks would you be still interested in moving?"

The question I received from the expired: "Do you have a buyer for my home?"

Am I being dishonest with the expired listing. How should I handle it?"

Agent with expired listingYou absolutely don't want to be dishonest. Here is how to handle the conversation:

"Here is the truth, Mr. Jones. I don't really know if I have a buyer. I have plenty of folks looking to buy A HOUSE. And I have connections to other agents who work with folks who want to buy A HOUSE. But is it YOUR house? I don't know, they don't know, and YOU don't know until we get the ball rolling, put the house on the market and show it to all of them. Sometimes more than once, before they decide."

"It's like this... Once you sell this house, Mr. Jones, you will look for another one. Now imagine I am your agent and I call you: 'I found you a great house! Let's go BUY it!' You would think I was crazy right? All I can do is tell you 'Mr. Jones, there is this great home that just went up for sale, let's go take a look at it.' But the decision will be ALWAYS up to you, the buyer. Makes sense?"

"Same thing with your house. And any agent who tells you they DO have a buyer for you... well you know WHY they're really saying it."


Now, the seller may say: "Well, bring us a buyer and if they like it I'll give you the listing."  -- We all have heard that one before, right?

You smile a little (it's OK to be a little condescending) and say:
"Boy, Mr. Jones, I wish it was that simple. Wouldn't that be great? I bring a buyer, they love your house, we sign everything on the spot and the deal is DONE. That would sure make my job easy, wouldn't it?"

"Unfortunately, it doesn't work that way. Especially not in this day and age. With all the contracts, agreements, disclosures and so many hungry lawyers -- selling a house these days is pretty complicated. That's the bad news. The good news is homes just like yours are selling every day and folks just like YOU are moving. I'll show you how we'll get it done in just a few weeks and you can be on your way. I will be there tonight at 6:40."

You're being honest, you're different from the other agents and you will increase the chance for a listing appointment. 

Borino
www.ExpiredPLUS.com

 

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  1. Yvonne Burdette-Van Camp 09/08/2011 11:29 PM
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Topic:
Real Estate Sales and Marketing
Groups:
Expired Listings For Fun and Profit
Real Estate Rookie
Realtors®
Tags:
expired listings
expired listings marketing tips
objections
real estate marketing
scripts

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Rainmaker
166,883
Dale Samples
REALTOR -Homes for Sale Charleston, West Virgini
304.741.4705 • www.dalesamples.com

Great script. I haven't had much luck with expireds.

September 08, 2011 11:27 PM
Rainer
107,613
Ted J. Macy
Top Agents Atlanta Metro

Working with expireds rock, they are easier to work with than FSBO's because they already agreed to work with an agent.  I don't use I have a buyer, I ask them why they think their home did not sell and listen very carefully, they are easy to get appointments with.

September 08, 2011 11:30 PM
Ambassador
776,598
Fred Griffin Licensed Real Estate Broker
Tallahassee Florida. Call 850-339-4861
Frederick Griffin, Licensed Real Estate Broker

   Back in the 90's, I worked Expireds, calling them at 8:00AM on the morning that it appeared X'd in the MLS.   Most Sellers wanted to Vent about their [previous] Listing Agent.   But they would almost all agree to an Appointment.

    We got a lot of Listings, and made good money.

   I need to give this a fresh look in today's market.  

September 08, 2011 11:33 PM
Rainmaker
106,332
Borino - The Real Estate Coach
Borino Productions

Thanks for your comments! Yes, in my opinion, expireds are STILL the easiest listings. You're right, Ted, often all you need to do is ask a few questions and LISTEN.

September 08, 2011 11:38 PM
Rainmaker
201,298
Marzena Melby
Realtor, Twin Cities Minnesota Real Estate
Coldwell Banker Burnet Realty

Thanks Borino.  We need to get pass the fear of calling Expireds, they are just people who need our help!

September 09, 2011 08:26 AM
Rainmaker
199,376
Woody Edwards
A Realtor® Who Answers His Phone!
First Choice Realty, Inc

Love it......I wish I could think quicker when a FSBO throws out something different.

September 09, 2011 08:48 AM
Ambassador
625,591
Doug Rogers
Your Pineville Louisiana Agent
Bayou Properties Realty

When faced with the "do you have a buyer question" I tell them the truth. I do have a couple of buyers, but they are under contract. Quality agents don't keep bullpens full of buyers like a baseball team. I meet with them, explore their needs, and we develop a plan of action. And I can do the same for you...

September 09, 2011 10:21 AM
Rainer
123,841
Chiara Petro
Your KEY to Home Sweet Home - Knoxville TN
Realty Executives Associates

Great tips once again, Borino.

I have run into a couple of FSBO's that gave me a twist on your second scenario, telling me "YOU bring me a buyer and I'll talk to them."

 

September 09, 2011 01:09 PM
Rainmaker
106,332
Borino - The Real Estate Coach
Borino Productions

Yes, I've heard that one before too, Chiara.

"Mr. Jones, could I TALK you into buying a house? Impossible, right? Do you really think that a qualified buyer can be TALKED into buying your house? I wish selling a house was that easy!  But the fact is almost every home in this town is sold through an agent because it takes a LOT more than 'talking' in today's market to get a qualified buyer, sell the property, and make sure the transaction actaully closes -- without problems or heavens forbit -- legal hassles. That's why I can't do your job, and you can't do mine."

September 09, 2011 02:15 PM
Rainmaker
198,592
Nick Good
www.TheGoodHomeTeam.com
The Good Home Team with Keller Williams Realty

Great posts Borino - Our team has experience a lot of great success working with Expired's for the past few years now.

September 09, 2011 08:02 PM
Rainer
23,239
Steve Mangus
not active

Thanks for the post, honesty is always the best policy, and this is a great way to say it.

September 15, 2011 05:44 PM
Anonymous
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Rainmaker
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Borino - The Real Estate Coach

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