“Mr. & Mrs. Seller … there are two ways to get a home sold once it is listed. They are … wait for a buyer to show up, or wait for another agent to bring a buyer to it. Or … I can spend my time trying to find a buyer or promote other agents to bring one to us. I’ve chosen the second method … okay?”
“As I’ve written, my objectives are the following ...” (Read the 3 objectives … or ask them if they had a chance to read them from your pre-listing package.)
“Okay, here are the steps I take to get a home sold!”
Read #1 … “Are you familiar with how our MLS works here locally?” Yes or no … “As you know there are _______ members of our local Board … A small percentage may have a prospect interested in your home at this time … you do want me to submit your home to MLS don’t you?”
Read #2 … “As you can see from our discussion price is always a major factor in selling a home, would you agree that we have to open our market as wide as possible?”
Read #3 … “Our office has a weekly meeting of the agents to promote our listings to each other … is there anything in particular you would like me to tell them?”
Read #4 … “Would you share with me the various features you’d like me to list on the features sheet please?”
Read #5 … “I’ve developed a list of the top 25 agents in the area, the ones like myself who are very active in the marketplace … is there anything in particular you’d like me to tell them? Are there any agents you’d also like me to notify regarding your home being for sale?”
Read #6 … “I’m always looking for agent feedback after showings … to improve saleability. Are there any changes you’re planning to make in the next few days to your home?”
Read #7 … Go on to #8.
Read #8 … “One of my two jobs is to find a buyer for your home so I prospect daily … is there anyone you know that I should be calling regarding the purchase of your home?”
Read #9 … Go on to #10.
Read #10 … “You do want a sign and a lock-box don’t you?”
Read #11 … “Unfortunately you and I can’t control who shows the property or the qualifications of their prospects … I’ll do the best I can to convince all the agents to pre-qualify … okay?
Read #12 … Go on to #13.
Read #13 … Go on to #14.
Read #14 … “Would you mind keeping the cards of the salespeople, so I can pick them up and follow-up? Where would you like to keep them for me?”
Read #15 … Go on to #16.
Read #16 … “Will you generally be available on weeknights or should I call you at the office … when an offer comes in?”
Read #17 … Go on to #18.
Read #18 … “This is the part we all like the best, it’s when you get your 94% and we get our 6% … are there any other questions about what I’ll be doing to get your home sold?”
© The Mike Ferry Organization