A very common objection we’re getting now because the inventory’s so low for homes to sell, “I can’t move right now, Bruce, because I can’t find any place to buy. Where would we move to?”
Here’s a four-step plan that will walk your customer through a perfect opportunity. There’s a “money window” right now that you can share with them that they can take advantage of. It’s quite simple and very powerful.Delivered properly, you’ll really help your seller and you’ll come out the hero. So here we go. Start with this dialogue…
I can’t move right now, Bruce, because I can’t find any place to buy. Where would we move to?”
I understand. There aren’t a lot of homes for sale right now. But let me ask you, if you knew it was going to cost you $15,000 to $20,000 to wait, what would you do?” “Well, why would it cost me money to wait?”
Here’s the thing, Mrs.Jones. There’s not a lot of homes on the market right now, so the supply is low and as a result, prices are higher. Does that make sense?” “Yes.”
“When the spring market really hits, there’s going to be way more homes on the market. When the market is flooded with homes, like it is every year, what do you think happens to prices? Do they go up or down?” “Well, I don’t know, I suppose they’d go down.” “Exactly, prices will go down because there’s going to be a larger supply.”
So here’s the thing. We put your home on the market now, we can sell it at a higher price here’s the best part, I will negotiate a longer closing for you, something like 90 days. As a result, when that all new inventory comes on the market, you’re going to have your pick from the buffet of all of the homes that are out there and find what you want. Here’s where that money window is that you can capture and I’m going to help you do it. Have you ever heard the expression, ‘sell high and buy low? “Well, of course, everybody wants to do that, Bruce.”
Exactly. I can help you sell high in this market and buy low a bit later. Low inventory now, so you sell at a high price. We negotiate a long closing and wait for the higher inventory, you buy at a lower price, you win. It’s the best of both for you. Let’t get started, let’s look at this strategy, and I’ll show you how we can make this all happen for you, folks. Shall we sit down and get the paperwork going?” “Great, let’s do it!”
So there you go. Four steps, real simple. Help them understand what the advantage is and the window that’s there so get them excited. And as I say, give them hope. Because when you give them hope, they get excited, and you’ll be the hero for justifiable reasons.
Take this on. By the way, this is just another example of the scripts and dialogues that are in our “All The Right Words package. So you can have a look at that on our website, and by the way, it’s downloadable or you can get a hard copy, whatever works for you. Talk to you soon. NO Excuses.
Quick Question: what techniques are you using to get past the “no place to go” problem? Leave a comment below, I’m eager to hear from you.
Bruce; great script. Thank you. I have run into this objection many times already and have fumbled my way through, never with much success. Now I have your 4 step plan that will help me.
Thanks Dierdre…just had a Coaching Client use this approach 2 weeks ago after our weekly call. He was able to list 2 out of 3!
Everybody wins…especially the client. It’s a logical progression of how ‘supply and demand’ works. Good luck.