1. We want to only give you a 30/90 day listing. 
    1. I’m sorry … I won’t do that … ___ months is our company policy … therefore … all we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? Sign the contract … 
  2. We were thinking about (X) company or we’ve never heard of your company. 
    1. I can understand your concern … and I think you realize a company doesn’t sell a home … it’s the individual agent’s activities … 
    2. Do you feel I can sell your home? Terrific! 
    3. All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? Sign the contract … 
  3. We’ll save the commission by selling it ourselves. 
    1. I agree you can save the commission by selling it yourself … are you aware that today over _________ homes are for sale … last month only________ actually sold… that’s a _____ month supply of homes … if no other homes come on the market … and … last month ____ homes went on the market! (Wait for answer) 
    2. And what’s worse … is the fact that only 2% of all For Sale By Owners sell themselves … and 98% are listed and sold by real estate agents … Can you afford to have only a 2% chance of selling your home? 
    3. Let’s do the right thing and simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    4. Sign the contract! 
  4. Let’s list high, we can always come down later. 
    1. I understand you want to list high … to leave room for negotiating … and have you considered the problem that creates for you? 
    2. Most people won’t even bother looking at properties that are priced too high … would you rather have a bidding war on your home … or not have an opportunity to negotiate any offers at all? 
    3. All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    4. Sign the contract. 
  5. We want to think it over. 
    1. That’s great … and since three minds are better then two … let’s think out loud … together … tell me … what are you thinking about? 
  6. We want to sleep on it. 
    1. You’re right … this is a big decision … isn’t it? 
    2. Yet … the decision must be made based upon what you want … correct? 
    3. Let’s do this … sign the contract tonight … contingent upon your approval within 24 hours … that way we both win … can I tell you how? 
    4. You have 24 hours with no pressure … so you can … feel comfortable … and sleep on it tonight … then I’ll call you in the morning … and you simply … tell me yes … or no. 
    5. If you say no … I’ll rip up the contract … and you have no obligation … if you … say yes … I’ll begin marketing your property immediately … either way … 
    6. All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    7. Sign the contract. 
  7. I have a friend in the business. 
    1. I can appreciate that … and almost everyone does … so let me ask you … do you absolutely have to … sell this home … or … are you just looking to do your friend a favor? 
    2. Obviously … you had me out for a reason … right? 
    3. Do you feel I can sell your home? Terrific! 
    4. All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    5. Sign the contract. 
  8. Another agent said they could get me more money. 
    1. I can appreciate that … and what you probably don’t understand is this … 
    2. An agent that will … list your property … overpriced … assumes they can take the listing now … and then start beating you up on the price … week after week after week after week … is that what you want … Who would! 
    3. They’re afraid to tell you the truth … up front … __________ … do you want the truth? Of course you do? 
    4. Let’s do the right thing … and simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    5. Sign the contract. 
  9. You haven’t sold any homes in my area. 
    1. That’s a valid concern … the obvious reason you’ll … choose me now … is that my company has homes for sale all over the community … 
    2. Meaning … when you … sign the contract tonight … we can expose your property to potential buyers from all over the area … do you realize how important that kind of exposure is? 
    3. Now … isn’t that what you want … of course it is … 
    4. Therefore … all we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    5. Sign the contract. 
  10. What do you do to sell homes? 
    1. That’s a valid concern … and let me ask you … are you aware … that there are two kinds of real estate agents? 
    2. There are passive and active … I am an active agent … meaning … when you … sign the contract tonight … I will spend all of my time actively marketing your home … and … to the other active agents in town … isn’t that what you want? 
    3. You want someone … who will work actively … and aggressively … to get your home sold … right? Terrific! 
    4. All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? 
    5. Sign the contract. 
  11. We want you to cut your commission. 
    1. No … any other questions? Sign the contract.
  12. The other agent said he/she would. 
    1. I can appreciate that … can I tell you why that makes me nervous? 
    2. If other agents do not have the courage … to stand up to you … regarding their own worth … how strong could they possibly be … defending you … and the price we set for your home … _________ I have that courage … do you feel I can sell your home? 
    3. (YES) Terrific! All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great? Sign the contract. 


© The Mike Ferry Organization