How to lead owners to be realistic about their asking price

The problem we have is that owners (90% of the time) want more than their property is worth.

If you don’t know how to get them to be realistic with price, then you will make few sales and little money.

What’s worse is if your confidence dips, and you don’t know the steps to get out of your valley of despair, you become stuck in a rut of mediocrity.

What would happen if you knew how to lead the sellers to get happily moved instead of being stuck on an unrealistic price?

Do you think that if you knew how to do this, you could make just one extra sale per month?

Last week at Success in Real Estate, I showed agents how to lead sellers to be realistic about their asking price and therefore enable agents to help these sellers get happily moved.

Today I will share just one of the tools I used when reducing properties.

SITUATION: Home has been on the market for 21 days or longer and you have had no interest.

When you have had a seller on the market for 21 days and you have had little interest, you must have the courage to speak to them about the real reason that their property has not sold.

Most agents dread doing this, but if you use what I am about to share with you it takes the pain away.

• Do you like and care about your sellers?
• Do you get worried for them?

NEVER: Never think about missing out on your professional fee.
ALWAYS: Focus on what’s good for the seller, which is ALWAYS to get happily moved.

As Zig Ziglar said:

“You can have anything you want in life if only you help enough other people get what they want.”

So here is a simple way to adjust the asking price.

“Mr. and Mrs. Seller, I am really disappointed as we have been on the market now for about 3 weeks and have had no real interest.

I want to let you know that I am really worried about the sale of your home.

In fact, I am having sleepless nights about it, so what do you think it could be?

Do you think it could possibly be that the asking price is too high?”

A client of mine Phil, was at Success in Real Estate last week.

He learned this technique and was able to use it to get a substantial price reduction and now it looks as though that property will be sold.

He is so happy he used this technique and said it worked like a dream.

It’s like the mechanic who finds a new way to problem solve a repair on a car and finds that the repair method saves time and money for the client, and when they use it they get excellent results and feedback.

The same will happen for you when you use this.

If you would like help with your real estate career or you would like to take your earning to the next level (attending 5 good listing appointments per week, listing 2 properties per week and making 1 sale per week), then please send me an email at support@michaelkies.com.au

Book a call with Michael Kies today to see if the Success in Real Estate program is right for you…