5 Steps to Handle the “Short-Term Listing” Hesitation

You’ve got 90 days!

That would be a long time to go without chocolate but it’s not long enough when you’re about to take a listing.

How would you respond?? I’ve heard agents say, “Something is better than nothing” and “okay” and “nope”….but it’s the Wickman Words that will win the day (most of the time).?

Remember, nothing works EVERY time, and that’s why you need to have more than one set of words to respond with!

Please keep in mind that it’s easier for people to argue with you via email and text – or even the phone – versus in person.?

Whenever possible, get face-to-face to handle hesitations.

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So here are some dialogues that work to handle the “short-term listing” hesitation:

1.??????? ?180 days is our “normal” length of listing.? That’s because we need the contract to last all the way up the closing – which might even be delayed for some reason.

2.??????? As you know, I don’t get paid until or unless I am able to find an offer that meets your needs.? In the meantime, I will be spending a ton of money to market your property the way I promised.? I spend that up front, but know that with enough time, I’ll get it back at the closing.? That’s why we always list for 180 days.? Because sometimes we need that to get from start to finish.

3.??????? Floyd Wickman always said, “Whenever they are asking you to go above and beyond, whether it’s for price, a quick sale, or extra work you have to do – always ask for one percent more in commission.”

4.??????? Let’s do the math.? Average days on market in this area and at this price point is 40.? But that’s not very accurate.? It doesn’t include those Sellers who used two companies to get the job done, nor those who tried it on their own for a few months.? So let’s add 20 days for that.? And that’s not when you get your money.? It could be that we need another 60 days to get to closing.? That’s 120 days right there.? And that’s if we are able to close on our first good offer with a Buyer who goes through with the sale.? Did you know that last year 17% of all transactions nationwide fell through.?

So, we need to prepare for the possibility of having to find another Buyer.? See?? 180 days isn’t such a long time after all, is it?

5.??????? And finally, a classic WOW. Let’s pretend you hired me to guide you across a desert, and I knew from experience that it always took at least 112 gallons of gas to get across. You wouldn’t just put 90 in the tank, would you? No, you’d put more than enough, just to be…what? Safe! You see, I can do my job, but only if you give me enough fuel to get the job done.??

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Whichever dialogue you want to try, or whichever combination of dialogues you’ll put together, remember that the first step is not to argue with the Client.?

Start by saying that you understand.?

Then probe.?

Why do they think 90 days is long enough?? Where is this coming from? Really try to understand it.? These are the steps that prevent this from being an argument and let them know you are on their side.

Will you try this? Commit to it today.

If you've been coached or trained by me before, odds are that you already have implemented these steps into your routine! What are your results?