Script #1.For that price I may as well just sell it myself.
Well sure, and given enough time… you could certainly do that. But let me ask you, why would you want to do that? (I don’t want to give it away!)
Of course not… and yet that sort of approach is not going to serve you very well, may I explain? (Okay)
We know that of all the private sales that eventually get sold, over 85% of them…involve the use of a Real Estate agent. This means the Seller paid a commission. Let’s face it Mr./Mrs. Seller… if we are going to get your house sold, the most important thing is to let me expose it to the marketplace at the most advantageous price. Can I tell you what I mean? (Yes)
We need to reduce it to $299,000 immediately… let’s step up to the mark and show the Buyers that you are serious. Fair enough? (Go ahead)
Script #2. Why should we reduce it? We haven’t had any showings/hardly any showings!
I know! That is my biggest concern. Can I tell you what we’ve learned? (I wish you would)
There were 117 sales in our area last month. The fact that we haven’t had any showings while other homes are still selling makes one point very clear. Do I have your permission to be totally up front with you? (Okay)
The Buyers are not taking your listing seriously! They are saying that there is no way they are prepared to come and see your place because of the price. Let’s get it reduced to $299,000 right away. I need your approval to go ahead with that, fair enough? (All right)