Three important keys when dealing with a low offer…

A lot of salespeople are telling me that it’s hard to get procrastinating buyers to make a decision.

When you don’t know how to handle a low offer it costs you many sales, with the potentially disastrous outcome of losing the listing to another agent when your agency expires, only to see the other agent sell the property and get paid.

The salespeople who implement what I am about to share are making great sales and thriving, no matter what the market is doing.

A client of mine Andre called me recently with a challenge.

He had a buyer who had put in a low offer at $280,000 below the asking price.

I gave him clear instructions on what to do and he excitedly called me the other night to say he had got the buyers up to the full asking price and that the buyers were really happy.

Three important keys to keep in mind when dealing with a low offer:

1. Imagination

Make sure you activate the buyers imagination about the home. What changes would they make to it? Which bedroom would their children have? etc etc.

Help them imagine themselves in the home – this will incentivise them to pay more.

2. Leading not pushing

You push and people run, but when you lead people love you and then they say things like “Thanks for not being so pushy like all the other agents“.

It’s like the phone prospector who is trying to get you to change your energy supplier; they push and push and get very little business.

But when you come across someone who will help and lead instead of pushing and chasing, most people appreciate it.

Recently I bought some equipment and the salesperson was excellent. She even sent me a hand written letter and finally got the business because she understood my needs and led me with excellent follow up.

3. Demonstrate care

Let’s face it many buyers are very wary of paying too much, especially if it feels like they are paying it to a real estate agent.

So if you call solely to ask for them to pay more money, they will likely decline you.

If you truly feel that it is the best decision for them to buy the home, then explain why. Talk to them about how their lives would be different if they did buy the home. This shows that you care and it will then be their decision whether they pay more, not yours.

If you want to use the system that I used to average 12 listings and 11 sales per month, then you should consider attending the next Success in Real Estate, which is being held in February in Sydney.

At Success in Real Estate I show you exactly what to do every day to become unstoppable and how to get to the top in real estate so that in ten years from now you will have financial freedom and have the choice to work or not.

So if 2019 is the year that you want to see great growth in sales, book a call with me and we can run through where you are at, and map out where you can be in 12 months from now.