How you can approach sellers who want time to think it over.
Have you ever been in a listing appointment where the seller says they want to think it over before they decide? In this market, we need to get listings now, so I want to share a simple way to handle objections like this.
If somebody says they want to think it over, ask them if they’re familiar with a real estate timing analysis. If they’re interested, say it’s a bird’s eye view of all the time frames it takes to sell, get your money, and move. Tell them it will help make sure they don’t have to move too quickly or change their plans last minute.
"Most people are months behind where they want to be, especially in this market."
This technique is simply bringing up something sellers are interested in but don’t know about. They are interested in it because they want to make sure they don’t move too quickly, or they realize that they don’t know about the time frames.
I don’t tell them what’s really involved with these time frames over the phone; I use it to get in front of them. What we’re going to cover in person is the prep time to get the home on the market, the time it takes to sell, the adjusted market time, the processing time from contract to close, and the post-possession period. If you add those times up, most people are months behind where they want to be, especially in this market.
I hope this technique helps you. If you have any questions or if I can help in any way, feel free to call or email me. I’d love to hear from you.