Part 4: Net Sheet Presentation 1. “ So, let’s break down the numbers so you can get a good idea of how much you’ll net from the sale.” 2. “What we’re looking at right now are three worst-case scenarios as these numbers assume another agent brings the buyer and NO TAX PRORATIONS are included so,” 3. “There are only 3 things a seller is responsible for, real estate costs, title, and transfer tax, and the rest is covered by the buyer.” 4. “Now, transfer tax is always [.004 this is a NY #] so on at 300K sales price, which is this number here [$1200] ,” 5. “The seller is responsible for providing an owner title policy which is about [.0042 to .0044 this is a NY #] and so on at a 300K sales price, which is this number here [$1329]” 6. “And this number represents the real estate costs [ XXX, XXX].” 7. “And here’s what you can expect to walk away with in your pocket when this home sells, worst case scenario, [point to the most likely number], can you live with this?” [Reverse Trail Close] Part 5: Plan of Action Presentation 1. Outline the selling process: "Here's what you can expect as we move forward." 2. Emphasize the importance of professional photos: "High-quality photos are crucial for attracting buyers online. When can you have the house ready for the shoot?" 3. Talk to them about the benefits of a pre-listing inspection: “This provides you with upfront information about the condition of your home, which will give you more control over repairs and potentially strengthen your negotiating position.” 4. Review listing approval and marketing timeline: "We'll get the listing back to you for approval within 2-3 days, and then we'll kick off marketing efforts." 5. Discuss showing arrangements: "I'll always notify you before scheduling a showing and work with your communication preferences." Part 6: Reverse Close 1. Confirm understanding: "Does everything make sense so far?" 2. Express confidence and ask for the business: "I'm confident I can sell your home for top dollar. Are you comfortable with me as your agent and ready to get started?"
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