• Shuffle
    Toggle On
    Toggle Off
  • Alphabetize
    Toggle On
    Toggle Off
  • Front First
    Toggle On
    Toggle Off
  • Both Sides
    Toggle On
    Toggle Off
  • Read
    Toggle On
    Toggle Off
Reading...
Front

Card Range To Study

through

image

Play button

image

Play button

image

Progress

1/16

Click to flip

Use LEFT and RIGHT arrow keys to navigate between flashcards;

Use UP and DOWN arrow keys to flip the card;

H to show hint;

A reads text to speech;

16 Cards in this Set

  • Front
  • Back

Q: YOUR HOUSE CAME UP ON MY COMPUTER AS AN EXPIRED LISTING. IS THE HOUSE STILL ON THE MARKET?




A: YES

THAT'S INTERESTING BECAUSE THE MLS SHOWS THE LISTING AS EXPIRED.




HAVE YOU RE-LISTED IT?

Q: HAVE YOU RE-LISTED YOUR HOUSE?




A: YES

IS YOUR REAL ESTATE COMPANY STILL _________?




IS YOUR PRICE STILL ____________ ?




GREAT.

Q: HAVE YOU RE-LISTED YOUR HOUSE?




A: NO

YOU ARE AWARE IT EXPIRED LAST NIGHT, CORRECT?




DO YOU STILL WANT TO SELL IT?

Q: DO YOU STILL WANT TO SELL IT?




A: NO

I AM CURIOUS: WHAT NOT?




IF YOU HAD SOLD IT, WHERE WERE YOU PLANNING TO MOVE?




IF YOU COULD SELL IT WOULD YOU STILL LIKE TO MOVE?

Q: IF YOU COULD SELL IT WOULD YOU STILL LIKE TO MOVE?




A: YES

ACCORDING YOU YOUR AGENT, WHY DID IT NOT SELL?




WHY DO YOU THINK IT DID NOT SELL?

Q: WHY DO YOU THINK IT DID NOT SELL?




A: [ANY ANSWER]

GOT YA.




DID YOUR AGENT EXPLAIN THAT THERE ARE MANY FACTORS THAT CAUSE A HOUSE TO SELL?

Q: DID YOUR AGENT EXPLAIN THAT THERE ARE MANY FACTORS THAT CAUSE A HOUSE TO SELL?




A: [ANY ANSWER]

THE REASON HE GAVE YOU MAY OR MAY NOT HAVE BEEN THE REASON, OR MAY NOT BE THE MAIN REASON OR THE ONLY REASON. ONCE YOU KNOW WHAT REALLY PREVENTED THE SALE, WE CAN CORRECT IT AND THEN GET IT SOLD. THAT'S EXACTLY WHY WE SHOULD GET TOGETHER.




WHY DON'T WE DO THIS: I WILL COME BY TODAY AROUND 4PM. I WILL TAKE A QUICK LOOK AROUND. I CAN USUALLY TELL WHY THE HOUSE DID NOT SELL PRETTY QUICKLY. I WILL ALSO BRING THE CURRENT COMPS SO YOU WILL HAVE THE LATEST INFORMATION ON THE MARKET.




WOULD 4:00 WORK FOR YOU?

"I AM NOT LISTING AND I DO NOT WANT/NEED THE MARKET INFORMATION."

I KNOW YOU DO NOT PLAN TO SELL RIGHT NOW. IT WOULD BE HELPFUL TO KNOW WHY IT DID NOT SELL, WOULDN'T IT? ....




YOU WILL ALSO KNOW EXACTLY WHERE YOU STAND IN THE MARKET. DOES THAT MAKE SENSE?




THEN, WHEN YOU DECIDE TO RE-LIST IT YOU WILL KNOW SOMEONE WHO CAN GET THE JOB DONE. THAT'S WHAT YOU WANT, AM I RIGHT?

"DO YOU HAVE A BUYER FOR MY HOUSE?"

I DON'T KNOW IF I HAVE A BUYER WITHOUT SEEING YOUR HOUSE. EVEN IF I DO NOT, KELLER WILLIAMS LISTED ALMOST 19% OF HOMES PUT ON THE MARKET LAST MONTH. THE NEXT CLOSEST COMPANY ONLY LESS THAN 8%. IN ADDITION, WE HAD ABOUT 18% OF THE BUYER. THE NEXT CLOSEST COMPANY HAD LESS THAN 7%. I SAY ALL THAT TO SAY WE ARE YOUR BEST OPTION TO FIND A BUYER.




IT MAKES SENSE FOR ME TO LOOK AT YOUR HOUSE SO WE CAN FIND YOU THE RIGHT BUYER, WOULD YOU AGREE?




WHEN WOULD BE A GOOD TIME FOR ME TO COME BY?

"I NEED/WANT TO TAKE A BREAK FROM SELLING IT."

I UNDERSTAND. IT IS STRESSFUL TO HAVE IT ON THE MARKET. YOU ARE TIRED OF THE PROCESS, RIGHT?




LET ME ASK YOU THIS: IF I FOUND A BUYER IN THE NEXT FEW MONTHS I THOUGHT WOULD BE A GOOD MATCH FOR YOUR HOUSE, COULD I CALL YOU?

Q: LET ME ASK YOU THIS: IF I FOUND A BUYER IN THE NEXT FEW MONTHS I THOUGHT WOULD BE A GOOD MATCH FOR YOUR HOUSE, COULD I CALL YOU?




A: YES

SINCE I AM GOING TO BE NEAR BY I WOULD LIKE TO TAKE A QUICK LOOK SO I KNOW YOUR HOUSE. DOES THAT MAKE SENSE?

"I AM RE-LISTING WITH THE SAME AGENT."

INTERESTING. SO YOU ARE THINKING OF GIVING HIM/HER ANOTHER CHANCE, RIGHT?




I WOULD IMAGINE HE/SHE IS PRESSURING YOU TO RENEW WITH HIM/HER, CORRECT?




SO I WOULD GUESS THAT SINCE YOU ARE CONSIDERING RE-LISTING WITH HIM/HER, YOU MUST BE HAPPY WITH THE JOB HE/SHE HAS DONE SO FAR. AM I RIGHT?




I AM CURIOUS: IF HE/SHE HAS CALLED ALL HIS/HER PROSPECTS, CHASED DOWN ALL HIS/HER LEADS AND CALLED EVERYONE HE/SHE KNOWS TO CALL, WHAT DO YOU THINK HE/SHE WILL DO DIFFERENTLY THIS TIME?




IT MAKE ME WONDER WHY HE/SHE DID NOT DO IT THE FIRST TIME, AGREE?




LET'S DO THIS: LET'S GET TOGETHER FOR A FEW MINUTES SO I CAN SEE YOUR HOUSE AND GIVE YOU AN OVERVIEW OF HOW WE MARKET YOUR HOUSE. DOES THAT MAKE SENSE?




HOW ABOUT 4PM TODAY?

"I AM WANT TO WAIT/TAKE A BREAK."

I UNDERSTAND. YOU ARE PROBABLY TIRED OF THE WHOLE PROCESS, AM I RIGHT?




JUST WONDERING, IF YOU HAD SOLD THE HOUSE WHERE WERE YOU PLANNING ON MOVING?


.....


WHEN WERE YOU PLANNING TO BE THERE?


........


WHAT TAKES YOU THERE?


..........


IS THAT SOMETHING YOU WOULD STILL LIKE TO DO?


............


IF YOU COULD SELL YOUR HOUSE FOR THE HIGHEST POSSIBLE PRICE IN THE NEXT 30 DAYS, WOULD YOU SELL?


..................


AS YOU KNOW, IT ONLY TAKES ONE BUYER FOR EACH HOUSE. IT WOULD BE A SHAME TO MISS THAT ONE BUYER BECAUSE THE HOUSE WAS OFF THE MARKET.


..................


LET'S DO THIS: I'LL COME BUY, TAKE A QUICK LOOK AT YOUR HOUSE. I WILL GIVE YOU MY OPINION AS TO WHY IT DID NOT SELL. I WILL BRING THE CURRENT COMPARABLES WITH ME SO YOU KNOW WHERE YOU STAND IN THE MARKET. DOES THAT MAKE SENSE?


..............


IS 4PM A GOOD TIME FOR YOU?



"I AM GOING TO TRY TO SELL IT MYSELF."

I UNDERSTAND YOU WANT TO SELL IT YOURSELF.


***********


MAY I ASK WHY YOU MADE THAT DECISION?


***********


[ANY ANSWER]


ACCORDING TO THE NATIONAL ASSOCIATION OF REALTORS, FSBO'S HAVE DECREASED FROM 14% OF SALES TO 9% OVER THE PAST FEW YEARS.




SELLERS USING AGENTS GOT A MEDIAN SALES PRICE $26,000 HIGHER THAN FSBO.




44% OF SELLERS WHO DID SELL WITHOUT AN AGENT SOLD TO A FAMILY MEMBER OR SOMEONE THEY KNEW.




ANOTHER 15% WERE CONTACTED BY SOMEONE WHO WANTED TO BUY THEIR HOME WHEN IT WAS NOT EVEN ON THE MARKET.




NEITHER OF THOSE THINGS HAVE HAPPENED FOR YOU, CORRECT?




JUST A COUPLE MORE NUMBERS:


ONLY 6% OF ALL HOUSES SOLD WERE FSBO


15% SAID GETTING THE PRICE RIGHT WAS A PROBLEM


12% SAID IT TOOK LONGER THAN THEY EXPECTED TO SELL IT.


11% SAID THEY HAD TROUBLE KNOWING HOW TO GET THE HOUSE READY TO SELL.


9% SAID PAPERWORK FOR CLOSING WAS A PROBLEM.




YOU KNOW HOW STRESSFUL IT WAS HAVING TO GET READY FOR SHOWINGS WITH AN AGENT HELPING YOU GET THEM SCHEDULED, IMAGINE THE STRESS AND STRAIN OF ADDING THAT TO ALL THESE FACTORS.




WHEN YOU ARE READY TO SELL, WOULD YOU AGREE IT WOULD BE BETTER TO USE AN AGENT?




I WOULD LIKE TO BE THAT AGENT. LET'S MEET BRIEFLY SO I CAN LOOK AT YOUR HOUSE.




HOW WOULD 4PM BE?



"I DON'T WANT TO DROP MY PRICE."

YOU CANNOT UNDER PRICE A HOUSE.




LET ME EXPLAIN:



"I AM GOING TO KEEP IT AND RENT IT."

GREAT!




HAVE YOU DISCUSSED WITH YOUR CPA THE TAX IMPLICATIONS OF THAT?




I HAVE BEEN IN MANY FORMER RENT HOUSES. TENANTS RARELY TAKE GOOD CARE OF THEM. WHAT IF YOU HAD TO TAKE MONEY OUT OF YOUR POCKET TO PAY FOR EXPENSIVE REPAIRS? DO YOU HAVE THE FINANCIAL ABILITY TO DO THAT?




HOW MUCH WOULD YOU CHARGE FOR RENT?




HOW DID YOU DETERMINE THAT?




DO YOU KNOW THE MARKET RENT FOR THIS AREA?




WHAT IF YOU CANNOT RENT IT FOR WHAT YOU WANT OR NEED?




IF YOU COULD SELL IT FOR A REASONABLE PRICE IN A REASONABLE AMOUNT OF TIME, THAT WOULD BE BETTER, WOULDN'T IT?