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Scripts Are Coming Your Way

By Katherine Tarbox, Senior Editor, REALTOR® Magazine

At the 2009 Keller Williams Family Reunion in Orlando, I listened to many practitioners who said they wanted more scripts to help them through these demanding times. In response to this request, we developed content to help you answer the tough questions clients are asking, from how to handle buyers’ objections to sellers’ pricing concerns.

Beginning next week, you’ll notice that the Monday and Friday editions of your Daily News e-mails from REALTOR® magazine will include one-question, one-answer “Quick Scripts” from some of the best real estate coaches in the industry. Topics will include prospecting, cold calls, client referrals, committing buyers, open houses, qualifying buyers, tips for listing presentations, and price reductions.

Here are a few samples of what’s in store, courtesy of business coach Cheri Alguire:

They say: “If I can’t get $x for my house, I can’t afford to sell.”

You say: “I understand your concerns. Have you considered what you will net if you get that amount? Let’s take a closer look at the numbers including what it is costing you each month if the property doesn’t sell. Could I stop by and explain those numbers to you later today?”

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They say: “How come my home didn’t sell when it was on the market before?”

You say: “With the current market we are in, there are so many houses that are similar on the market. In order to get your house to stand out on the MLS, it is important to market it so that it stands out among the rest. Can I share with you how I market homes differently on the MLS than I do for potential buyers in, say, the newspaper? Can we meet later today?”

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If you have a sample script you’d like to submit, please send them to me at ktarbox@realtors.org. You can sign up for the Daily News e-newsletter here.

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