Call Shorewest Realtors Ask for :
Lynne @ 608-921-3031, Bill @ 608-751-2121,
Sally @ 608-346-0569 or Pat @ 608-201-9605
Overcoming Buyers Objections & Following Up
Follow Up on Your Buyers
Most Properties are not sold until the second or third visit. Buyers expect professional agents to follow up. For Sale By Owners may appear anxious and weaken their negotiating position when they contact a buyer to follow up. You can't hide from this, so this is what you need to do. You must let the buyer know that you will be calling him/her if he/she doesn't call you. The buyer will know that your house is still not sold, but you might appear less anxious.
Be the perfect host when you call, but don't push! The buyer probably has seen many properties, so remind them about some of the features or the address of your property. Try to get the property addresses of the other homes they have seen, then go look at them to compare for yourself. Many times your conversations after the initial showings will center around comparison talk!
Negotiate With Your Buyers
Buyers deal directly with owners to SAVE money. A buyer is giving up what a professional agent would normally do for him or her, such as showing properties, arranging financing & inspections, preparing the offer to purchase and other related documents.
The only reason a buyer is willing to handle all of these things himself is to SAVE money. If the buyer is the one who saves money, the owner is the one who LOSES the money. The buyer thinks he/she can save the Real Estate Commission by negotiating directly with the owner. The owner also thinks he/she can save the commission by eliminating the broker.
Both the buyer and the owner are trying to save ONE fee, and usually the owner loses. What this means is that many For Sale By Owners may do all the work to sell the house and because of his poor negotiating position, give the fee to the buyer ( by selling for a lower price that he may have received with a broker). The owner might also end up paying for services which a professional agent might have provided. Examples would be: marketing costs, attorney fees to draw up the contracts etc. So in order to put as much money in your pocket the only thing you can do is price your home at MARKET VALUE.
For a free Market Evaluation of Your property, Contact Lynne & Bill
Email: Lynneforrestal@charter.net
or Call: Lynne @ 608-921-3031 or Bill @ 608-751-2121
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