How to lead buyers to pay the very best price on every listing

This week one of my coaching clients asked how to respond to an email that was asking, what the lowest price the vendor would take on a property was.

He followed what I suggested and now has the negotiation started and will probably make the sales with a happy buyer and seller.

The problem a lot of salespeople have today is technology and the temptation to take short cuts which you can get away with in good markets.

But when the market is slow you have to follow the process I share today.

If you don’t your withdrawal rate will be high and you have the heartache of see the listings you have lost sold by another agent.

They get paid and you get nothing. How does that make you feel? It’s gut wrenching isn’t it?

Those who get this right are making many sales and have great referral business because they have happy buyers and sellers.

Always remember that if you don’t sell the sellers property they think you are an incompetent fool and will tell everyone.

But when you do sell their property they think you are wonderful and tell all their friends. Everyone is happy.

When it comes to making a big decision, like buying a house, most people procrastinate.

You must be able to lead people past that procrastination, because without decision nothing changes and life only gets better with change.

How to lead buyers to pay the very best price on every listing…

Step one: The client asks what the seller’s bottom line or lowest price is (if they haven’t seen the property they are generally a waste of time).

When a buyer is inspecting a property or calls you after they have inspected the property and they ask what the owner is prepared to take.

Step two: “The only price I am authorised to quote is the asking price.”

Step three: The client says: “We want to make an offer.”

Step four: If you are in a tough market don’t flinch and just ask; “What figure do you have in mind?”

Step five: If they give you a figure then ask; “If the owner can afford to accept that price, will you buy this house?”

Step six: If they say yes, write up their offer and get the negotiation started.

Yes it takes time but by doing this you will make more sales.

Next week I will share with you how to write up the offer so you have a good chance of having it accepted.

It’s like the driving your car in the dark without your headlights. You are either not going to get very far or crash, but when you turn the headlights on, you can see clearly the road that takes you to your destination.

When you apply this in real estate sales it’s like turning your headlights on and you can see clearly the road to helping buyers to overcome their procrastination and get happily moved into their new home.

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.