Published on Mar 14, 2013 Free Coaching Session: http://www.yourcoach.com/coaching-cal…
Real Estate Training with Tom Ferry http://www.yourcoach.com
In this video, Tom talks about fears and concerns of consumers that may them second guessing buying/selling a home. How do you combat that? Make sure you get that listing/sale! Watch this video and get the dialogue to combat objections.
10 Powerful Negotiation Dialogues to Get Your Clients in Action.
Effective negotiation in real estate involves clear communication, empathy, and the ability to address concerns while guiding clients toward a favorable outcome. Here are some powerful negotiation dialogues that can help you motivate your real estate clients to take action:
- Creating Urgency: Agent: “I’ve been closely monitoring the market, and properties in this neighborhood are moving quickly. The home you’re interested in has garnered a lot of attention. If you’re serious about it, I recommend we move forward soon to secure it before someone else does.”
- Addressing Concerns: Client: “I love the house, but the price is a bit higher than I expected.” Agent: “I understand your concern. Let’s talk about the value you’re getting. This property offers [list specific features]. Plus, given the recent price trends in the area, this home has great potential for appreciation over time.”
- Comparative Analysis: Agent: “I’ve compiled a comprehensive market analysis of similar properties in this area. While this home is priced slightly higher, it’s justified by [highlight key differentiators]. Based on recent sales, this could actually be a smart investment.”
- Overcoming Indecision: Client: “I’m not sure if this is the right time to buy.” Agent: “I understand your hesitation. Remember, real estate is a long-term investment. Over time, property values tend to increase. By waiting, you might miss out on an opportunity to lock in a great deal and start building equity.”
- Leveraging Future Potential: Agent: “While this property may require a few updates, imagine the potential it has. With a bit of remodeling, you can truly make it your dream home. I can connect you with reliable contractors who can provide estimates.”
- Appealing to Emotions: Agent: “Imagine your family gathering in the spacious backyard, hosting friends in the open-concept living area, and creating lasting memories in your new home. This property offers the perfect setting for the life you’ve envisioned.”
- Building a Win-Win Scenario: Agent: “The seller has expressed flexibility on the closing date, which could give you more time to transition. Additionally, they’re open to covering some of the closing costs. This could make the deal even more favorable for you.”
- Focusing on Lifestyle Benefits: Agent: “Beyond the features of the home itself, consider the lifestyle this property can offer. It’s within walking distance of [mention nearby attractions]. Think about the convenience and experiences you’ll enjoy by living here.”
- Addressing Competition: Agent: “I’ve learned that there’s another interested party. To increase your chances, I recommend we submit a strong offer now. We can include an escalation clause to ensure you’re prepared to outbid any other offers by a certain amount.”
- Offering Support and Guidance: Agent: “I’m here to guide you through every step of the process. I’ll handle all negotiations, paperwork, and logistics to make this experience as smooth as possible for you. Let’s work together to make your real estate goals a reality.”
Remember, successful negotiation is about finding common ground and demonstrating the value of the property while addressing your clients’ concerns. Tailor these dialogues to your clients’ specific needs and preferences to create a compelling case for taking action in the real estate transaction.
