• Never show up to a listing presentation without knowing why the seller is selling and by when.
  • Almost all of your listings should be have-to sellers.

As we continue our series on price reduction scripts, motivation is a major factor. There are two kinds of sellers: have-to and want-to sellers.

So, what is a have-to seller? They sell for:

  1. Financial reasons
  2. Short sale
  3. Probate
  4. Divorce

And how does this affect price? Motivation plus timeframe equals a better price.

A lack of motivation with no particular time frame ends up as poor pricing, seller’s pricing or an overpriced listing.

When you have want-to sellers, they usually sound like this: “Well, if it sells, it sells. If it doesn’t, it doesn’t.”

What’s worse is that their lack of motivation usually comes with demands for endless marketing — without ever giving you the price adjustment you need to get the home sold.

Ask the questions. Be a professional, and when it’s time for a have-to seller to make a price adjustment, you can use this script with confidence.

Subscribe to Tim and Julie Harris’ podcast on iTunes or follow us online at realestatecoachingradio.com.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris.

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