I was recently listening to a Star Power Club audio which, by the way I recommend joining this club to any real estate professional half way serious about their business. Anyway Howard Brinton was interviewing Stars, Kathy and Larry Schmidt from Alberta Canada and they had a pricing objection script that I had not heard before and thought it was pretty good.
Here is how it goes, I think they called it “The River Story” and use it to explain to sellers how the price will impact their home if not priced correctly. In today’s market many sellers believe that nothing is selling, this is simply not true, those that price well sell within a fraction of the time of those that don’t and actually end up with more money than those that don’t price well. What this story illustrates is that by pricing your home right you will be in the middle of the river where all the buyers are floating downstream and will be able to look at your home and make offers. But being overpriced is like hugging the river bank and continuously bumping in to obstacles and being hidden by the weeds from the view of the qualified buyers. You want to be in the middle of the river. The main stream of activity so that the buyers can find you and take you seriously.
Other pricing scripts that maybe of help to you:
Price it Right
The Fish Story
Trusting Your Comps
Here is how it goes, I think they called it “The River Story” and use it to explain to sellers how the price will impact their home if not priced correctly. In today’s market many sellers believe that nothing is selling, this is simply not true, those that price well sell within a fraction of the time of those that don’t and actually end up with more money than those that don’t price well. What this story illustrates is that by pricing your home right you will be in the middle of the river where all the buyers are floating downstream and will be able to look at your home and make offers. But being overpriced is like hugging the river bank and continuously bumping in to obstacles and being hidden by the weeds from the view of the qualified buyers. You want to be in the middle of the river. The main stream of activity so that the buyers can find you and take you seriously.
Other pricing scripts that maybe of help to you:
Price it Right
The Fish Story
Trusting Your Comps
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