16. REVERSE SELLING LISTING CONSULTATION SCRIPT Part 1: Setting the Agenda Part 2: Discovery Part 3: CMA Presentation Part 4: Net Sheet Presentation Part 5: Plan of Action Presentation Part 6: Reverse Close
Part 1: Setting the Agenda 1. Greet warmly and introduce yourself: "Hi [Seller's Name] , I'm [Your Name ], and I'm here today to share a unique approach to selling your home that puts you in control and gets you the highest possible price." 2. State the agenda and seek agreement: "We'll cover three key areas: 1) How to attract buyers and get top dollar, 2) How to maximize your net proceeds, and 3) Our proven plan of action. Sound fair?" 3. Emphasize honesty and transparency: "I'll always be upfront and honest with you, even if it's not always what you want to hear. I believe transparency is crucial for a successful partnership." 4. Set expectations for a collaborative relationship: "I'm not here just to put a sign in your yard. My goal is to work together strategically to achieve your selling goals." Part 2: Discovery 1. Understand their motivations and timeline: "Before we dive in, I'd love to learn more about your goals. What's prompting you to sell? What's your ideal timeline for moving?" 2. Identify any potential obstacles: "Are there any concerns you have about the selling process?" 3. Paraphrase and validate their concerns: "I understand that [rephrase their concerns]. It's important to address these up fronts." Part 3: CMA Pricing Presentation 1. Explain the three-time selling concept: "To get the best price, your home needs to sell three times: first to a buyer, then to the inspector, and finally to the appraiser. We'll create a strategy that ensures success at every stage." 2. Present market data: "Here's a snapshot of the local market to show you what we're up against." 3. Emphasize the importance of Days on Market: "Homes that sell quickly tend to get higher prices and often attract multiple offers. We'll aim for a pricing strategy that generates early interest." 4. Use price bracketing to position your home strategically: "We'll price your home within the right bracket to make it stand out as the obvious choice for buyers." 5. Review active, pending, and sold listings to refine pricing: "Let's compare your home to similar properties to determine the optimal price." 6. Secure agreement on pricing: "Based on the data, I recommend we list your home at [price] to generate strong interest and maximize your return. Does that make sense?"
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