Seller Close #31: The “Sell Against Your Listing” Close

by Joe McAuliffe | Oct 21, 2011 | Buyer & Seller Closes, Cup O' Joe, Seller Closes

A sellers primary objectives are: Sell their home for maximum price In the least possible amount of time with minimal or no aggravation (process) Quite often sellers believe that if they price their home high they will get better offers.  It is very common for sellers...

Seller Close #30 – Baby Steps to Listing Price Reductions

by Joe McAuliffe | Oct 11, 2011 | Cup O' Joe, Seller Closes

I’ve heard agents say that it doesn’t make sense to waste your time on listings that are over-priced. They would much rather be the second or third agent to get a listing that has expired so they don’t have to waste valuable time and money on stubborn sellers. There...

Seller Closes – Prospect Master Tracking Report

by Joe McAuliffe | Sep 20, 2011 | Buyer & Seller Closes, Cup O' Joe, Seller Closes

We’ve already identified 25 strong closes to use with sellers.  Keep in mind, the more closes you use with your sellers, the more likely they are to price reduce and negotiate a sale.  The question arises, “how do you track which closes you’ve used with which...

Salesmanship Close: Reducing an Objection to the Ridiculous

by Joe McAuliffe | Sep 13, 2011 | Buyer & Seller Closes, Cup O' Joe, Salesmanship, Seller Closes

Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern.  It is especially helpful with price objection.  This close involves taking a big number and minimizing it so it is much...

Seller Close #27 – The “Presidential Campaign” Close

by Joe McAuliffe | Sep 7, 2011 | Buyer & Seller Closes, Cup O' Joe, Seller Closes

The presidential campaign close is a good one, and it’s short and sweet. Every agent knows that uncertainty = paralysis. Unfortunately for sellers, more uncertainty is present in the political climate of the United States than in almost any other area. Presidential...

Salesmanship Close: The “Exploiting the Closing Question”

by Joe McAuliffe | Sep 6, 2011 | Buyer & Seller Closes, Cup O' Joe, Salesmanship, Seller Closes

A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question.  An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an...