If price was #1 for a seller everyone would be selling but, why?
Early in my career, I thought the only thing a seller cared about was money. Boy was I wrong…
…It is true, price is in the top 3 most important things a seller wants however, it isn’t the only thing.
You are going to want to think long and hard about this one on your next run, walk, hike or bike! Because solving this is a certain success.
The reason, I thought a seller only cared about money is because I needed money. I was projecting myself onto the client. This is one of the worst things you can do is project yourself onto the client. It has cost me millions in commissions by giving advice based on my current circumstances.
This leads me to this piece of advice. Never answer this question from a client, “What would you do?”
It is not about us. It is about the seller or buyer…period.
When I’m asked this question, this is how I handle it.
“I’m sorry I can’t answer that question because I’m not you. However, if I was in your situation I would consider my options. Here are the options I see for you today.”
If you want to make more sales in real estate give more options. This is a concept I call optionality. By giving a client options they gain confidence. Why confidence? Because it gives them control.
The control we maintain as experts are the options we present.
Back to the original e-mail. What is more important than price?
I can prove it. Ever lost out to another offer that was lower? If not, you will. This isn’t because the other agent was unethical. The other offer offered more certainty, security, and flexibility than yours.
Sellers need to know they are making a safe decision. Versus a seller needed to know they are getting the most money.
They are more concerned about where they are going next and how they will get there. Versus can I get another $10,000!
This is how you get your sellers off the fence to list. Ask these questions…
When it comes to listing your home on the market today, what do you fear most?
If you did sell your home, other than price what is most important to you?
When you do sell your home, what is the most exciting thing you see in your future?
Explore these thoughts I’ve presented to you today.
Want 15 minutes with me to discuss how to win the hearts and minds of your next homeowner? Let me know, and we can set up a 15-minute phone call to help you sell more homes.
I know we are in the same marketplace. I operate out of a place of abundance. If I can help you sell more homes everyone will sell more homes.
Reach out let us talk real estate.
Nick McLean Real Estate Group
Text – 509-670-1071