How to encourage buyers to take action (1 key question to generate offers)
Offers = Action.
In this market, any offer is like gold. Even the cheeky, low ones. They give you a reason to keep in touch with other buyers, a perception of social proof (other buyers like this house, too) and most importantly, offers keep your owners engaged in the process.
No matter what level those offers are at.
A whole bunch of low offers is a heck of a lot better than nothing happening at all.
You have to kiss a few frogs to find a prince, right?
But how do you actually encourage buyers to put those cheeky offers in writing?
Today I'm going to share with you the number 1 question I would ask to encourage buyers to put pen to paper...
Where would the price need to be to interest you?
Or... Is there a price level at which you would consider buying this home?
Once you know the answer, follow up with this script...
Agent: "Thank you for sharing that. It's a cool property, right? Look, I would be very happy to present an offer at that level to the owner on your behalf. What kind of conditions would you need?"
Buyer: "But it's way below their asking price?"
Agent: "Right now, our owners want to know where the market is price-wise. And the best way for us to show them that is to bring them offers on paper at a level where buyers see value."
Buyer: "Can't you just tell them the offer verbally? We'll write it up if they're interested."
Agent: "It's really easy to say no to a verbal offer. It carries so much more weight when it's in writing and when owners have time to consider it. I can't guarantee where it will go but I'd be happy to help you write it up and to present it on your behalf. What have you got to lose, right?
I'd hate to phone you back and say someone else bought it for a price you would have paid..."
Try this dialogue out and let me know how it goes :)
By the way, here is our article of the week to send to your database, which helps explain to owners why the strategy above works so well. Especially in this kind of market.
Have an epic week!
Andrew
a.k.a Agent Monday