have these few lots of which you said you only like this one. I have people visiting the community daily that will probably want the same lot you do. Why don't we just write up an agreement with $500 earnest money and you can cancel if you change your mind in 48 hours? This will lock your price in, in case they go up.
Objection We are still looking at other homes.
Answer Go back over the things you said at the beginning of the presentation about used homes. Do they have $5k stowed away for when they need to replace their old HVAC? Do the other homes have new roofs? If not eventually they will need replacing which is thousands of dollars. Remind them about energy efficiency and warranty. What are they going to need to do to get the color choices they want in the used home? Do they have the cash needed for closing costs and prepaids? If they are still looking at new homes, you should have a spreadsheet comparing you to your competition. Ask them if they are paying all of their closing costs and prepaids? Point out the price, amenity, and build time difference.
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