"WE HAVE SET UP OTHER APPOINTMENTS"… it is not uncommon for a Seller to interview more than one Agent for the job of selling their home. Your appointment may not be the last one they have arranged. When you get to the stage of "asking for the signature" a common objection is as follows:
"We can't sign right now because we have other agents set up to interview"
Here is your answer:
"Mr./Mrs. Seller… I understand your concern about having already set an appointment with those other agents. At the same time, you are the customer here… aren't you? (That's true)
So let me ask you something… if you were going to list your home right now… I mean, if you were going to put it on the market tonight… would you be more than comfortable listing your home with me? (Yes, I think we would)… [Alternative question: “would you list your home with me?”] (Yes)
Well then let's get started with the paperwork and let me look after you… you are the important one here, right?"
If they then say, "We feel obligated to keep those other appointments"
Here is your answer:
" Mr./Mrs. Seller…This situation of having other Salespeople to interview comes up all the time. It certainly is not a problem. Can I explain how we always handle this? (Please do)
I will call the other Salespeople and explain it this way… I will say:
"They had intended to interview you but… they decided it made better sense to list with me tonight. If you have any Buyers… please go ahead and bring them by right away, that way you will have the first showing… the lockbox will be on the door tomorrow morning!"
Mr./Mrs. Seller the good news is that if they have a Buyer… they can show your home immediately, they can have the very first showing… and if they don't, then you haven't lost anything have you? (No I guess not)
Great, let's get the paperwork started, shall we?" (OK)
Part of being a powerful Presenter is closing with confidence knowing that you are the best solution… right now. The Seller is looking for someone who can take charge and do the job. You are that Salesperson. They are fortunate you are there. NO Excuses.