I have a listing appointment and would like to get the listing on the spot.

Anyone have any good scripts to use? I wouldn't mind trying something new.

Jon

How about an old one. Get the introductions done and a little friendliness going and then ask "are you folks ready to list with me tonight?"

No type of answer, "I always ask that question because many sellers just want to get the paperwork done and get their home on the market and don't want me to waste time with all the normal stuff I usually cover. Is there something specific you would like me to address first?". Whatever it is get to motivation first before you cover anything.

Yes answer. "Great, lets get the paperwork out of the way, and by the way what are you folks planning on doing after the house is sold?" Again, looking for motivation.

Thanks.

Doesn't that seem a little pushy, unless you have good rapport going?

I had a listing presentation yesterday, went well but I didn't get the sig. I feel I will get it, but she is an older lady and wants to find a place to put an offer in FIRST before putting her place on the market. I am trying to convince her otherwise.

i am curious to see what the recommendations are for when a person does state that they want to put an offer on a new place before listing the current home.

I just let them know that having the property listed will carry more weight when the seller is reviewing their offer. It's the honest truth, and I have never found it to take much convincing for them to actually believe that.

On the other hand, if they want "that" property and ONLY "that" property, I can understand their rationale for not wanting to go through the trouble of listing the house. I know that if I'm the one writing up the offer, I'm 99% likely going to be the one to list the home they need to sell.

If they really don't want to list their house first, what I WILL recommend is including in the offer a stipulation that the buyer's house will be up on the MLS within a day or two of the seller accepting the offer if the offer is contingent upon the sale of their current home. Rarely has a buyer refused that idea.

To some sellers, though, a house that's listed but not in escrow is not significantly better than a house that's not even listed yet--so there's a chance it won't make a difference either way.

Jon

Yes, it does sound pushy, and I don't know your personality type, but if it fits you, it works. Back in 1966 at the suggestion of my father in law who was a Met Life agent I created a presentation binder that worked great, no other agents I know of had one, but it still took more time then I wanted to spend in foreplay.

By chance I was on a plane and my seat mate, also an agent, had found out an agent that did business in his sister's area back east used this technique.

And then again on a plane I sat next to the guy who said he started this technique after asking me what I was doing which was making notes in my presentation binder of some changes I wanted to make. He said his opening statement was "are you folks ready to list with me tonight?" and said most of his presentations almost went straight to the paperwork. Of course price was always discussed but at the time it was proper which was at the end of filling the listing out and they were in the listing mood.

I got a feel of when to use it and it was a great time saver but then later on most people I went to list were familiar with me and my record and were ready to list anyway, but I always took my presentation binder just in case.

As for the seller wanting to find a place first I agree with Andy's response. Asking her if she were to get a similar offer on her home will she accept it, and if no, why not?, but if that got me nowhere I would start working with her strictly as a buyer and during that process actually listing should start to sink in, especially if she finds the right home and the offer gets turned down. Long way to a listing, but two ends is nice. But acting as her buyers agent should allow you to grade her motivation.

I havent talked to her yet today, we are waiting for mortgage info to come in. The motivation is there, she is older and stairs are getting hard. Depending on what the mortgage comes back with, her daughter might sell her house and buy one with her mother.

So they don't really know what they want/need yet as a result, so I think that is where the hesitation comes from. Once I know what they need, I can pull up listings and prove such a property exists.

If she keeps with this mentality, I will ask her if she would accept an offer on her home , as you suggested.

I will keep you guys posted.

Jon, that's always a tough situation, and her hesitation may come from more than simply not knowing whether she wants to get another place on her own or move in with her daughter. Is this a place she has lived in for a long time? Selling the house you've lived in for decades because you can't easily get around it anymore is a wrenching decision, even if intuitively you know it's for the best. And sometimes you simply have to come to terms with it on your own schedule.

In these situations, coming across as pushy can backfire. As their potential agent, you definitely want to show that you're concerned about helping them make the right decision rather than simply getting the listing. Yes, that will require a little extra time and patience as you help them weigh the pros and cons of their various options...but I not only think you'll get the listing, but I also think you're much more likely to be rewarded in referral karma from a very satisfied client.

Thanks Andy,

I don't want to be pushy and I am confident I will get the listing. I had her talk to a mortgage broker I know and will be speaking with her tomorrow.

My game plan, is if she still doesn't want to list, I will start to work with her on the buying side first and then she will list.

I feel if she does this, the potential house she wants to buy will be gone at that point though. We will see.

I spoke with her yesterday. She will not list. I am pretty much done with her at this point. If I see anything that she likes I will let her know, but I told her that any offer she would make will not be accepted by the seller, especially if there is another offer on the table.

Also, that its a sellers market and we can change the close date as she sees fit. Not to mention that I showed her some new properties, which increased her list price by 10k.

So if it happens so be it, but im not going to be wasting my time with people who dont want to buy or sell.

You tell the truth. That virtually nobody is going to accept their offer when they have a house that is not under a contract of sale. That they are setting themselves up for disappointment and failure.

The truth always works best, and if they can't handle it, or won't handle it, you don't want them as a client. Be friendly, direct, and truthful.

Awhile back, I held my nose and submitted an offer where my buyer's house wasn't even listed yet. The seller accepted, and we even beat out a non-contingent, all-cash offer. The seller said they were comfortable waiting. I was stunned.

Then I found out why: they sellers were in the middle of a nasty divorce and bankruptcy, and it was going to take many months to push the sale through. My buyers didn't mind the wait, but the cash buyer would no doubt have walked away the moment he/she discovered that. My commission on this deal was definitely a hard-earned one.

Anyway, you're right to keep your reality in mind, and you have every responsibility/obligation to let your buyer know these realities.

Thanks guys, you have reinforced my views on this. I will print our mls sheets of any new listings that she is looking for. She even said she will go check them out and contact me if she likes any.

At this point, I am not prepared to do anything more then this. I told her the truth - that her offer will not be accepted, but she has "FAITH" it will work out.. :/

Jon

OK, I held this one back, because I don't have a feel for her yet. Is she sincere or not? In a few cases like this I want to have the prospect under my control, and don't want to lose her to some agent at a house she likes which can easily happen, and it will tick you off when you see her home on a new MLS listing.

I take a very long term listing with the clause that the property shall not be placed on the MLS until you received written permission from the seller to do so. Also a clause that you shall place the property on the MLS immediately if she gets any offer she submits to a seller accepted.

You then later on ask for the right to put a sign out so you can catch a few buyers for other properties and maybe get the opinions of a few buyers actually looking in the current market.Keep working her, I did this with a few fence sitters and it worked.

Maybe a open house to "gather buyer comments". You tell her she may even get a great offer, but even though that probably won't happen, what is the worst that can happen, she can accept it subject to her finding a suitable replacement home. Get her foot on the next stepping stone, or spend your time finding two prospects to replace her and don't look back.

If you find a home for her and if a seller asks is the property listed, it actually is.

I more or less tried this approach. I asked her to sign the agreement and let me get everythi g ready but she can hold onto it. And when we find her a property we can submit the form and not have to waste time yet she still didnt want to do that.

I understand where she is coming from but at the end of the day i dont want to waste time on someo e who isnt serious on moving or in their needs.

I will keep an eye out for her but if she isnt willing to commit to me, then why should i commit to her.

If something i see looks good for her i will show it but not much else at this point