Use these Realtor scripts for sellers waiting to list their homes for sale because they want a higher price or a better real estate market.
Today, we are going to talk about Realtor scripts for sellers who want to wait to list.
When clients lack urgency and want to wait to list their home for sale, what is your go-to objection handler?
Not surprisingly, a lot of the same scripts that we used when handling the same objection for home buyers will apply to home sellers as well.
VIDEO: Realtor Scripts for Sellers Waiting to List
Realtor scripts for sellers: you can’t predict the market
Sometimes, sellers get it in their head that they can “time the market.” They’d like to sell high and buy low … but that RARELY happens, and not predictably so. And if you were keen to do this, you would likely have to rent in between selling and buying, and that is rough.
No one can predict the market. No one can predict interest rates.
I think from the years 2001 to 2022, the “rumor” was that interest rates would go up. And they never did, for 20 years. Everyone used the tactic, “Buy now, rates are going to go up!” But, it didn’t happen.
It finally happened. We’ve experienced a lot of inflation this year, and rates have gone up. Now the question is, when will inflation stop? When will interest rates stop increasing?
So, a seller who is waiting to see what happens on the market is risking interest rates increasing at a high level. Home prices are one thing, folks. But interest rates — that’s a different ball game.
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The Buyer Lead Conversion Process
ONLINE COURSESLearn how to leverage your networks to get buyers on your side. We'll teach you all the tips, tools and techniques you need to address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and get them on board as your clients.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.
Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.
Course curriculum
Enrollment includes access to the following course materials for 2 years
Course materials- The Buyer Lead Conversion Process
- Part One: Buyers don’t know what they don’t know
- Part Two: From contact to appointment
- Part Three: Buyer and lender consultations
- Part Four: Making things official
- Script: Presenting the exclusive buyer agency agreement
- Script: Handling objections to signing the buyer agency agreement
- Script: MLS Auto-Prospecting
- Buyer Questionnaire & Lead Sheet
- Quiz: Buyer Lead Conversion
- Action Steps
- Pre-Buyer Consult Video #1 Script
- Buyer Consultation Video Script
About this course
- $59.99
- 15 lessons
- 1 hour of video content
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Buyers Agent" or CBA upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually
I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles
When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
A major part of succeeding in real estate is developing a strong sphere of influence — but you can't stop there.
Once you've started leveraging your networks to generate leads, it's time to get to work on converting them into buyers and listings. In this mini-course, you'll learn all the ins and outs of getting buyers on your side.
We'll teach you how to approach and address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and, of course, how to seal the deal by signing an exclusive agreement.
Don't just work your SOI — make it work for you! This condensed course has everything you need; what are you waiting for?
The buyer lead conversion process.
The hyper-focused content in this condensed course will help you quickly master the techniques top producing agents use to convert leads into buyers. You'll learn to assess buyer needs, guide them through the right conversations, and say the right thing at the right time to seal the deal.
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
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The Seller Lead Conversion Process
ICENHOWER COACHING & CONSULTINGLearn how to use your sphere of influence to turn leads into listings. Packed with tips, tools and techniques, this mini course gives you the skills you need to get seller appointments, field phone calls and in-person meetings, handle objections and close the right way, every time.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.
Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.
Course curriculum
Enrollment includes access to the following course materials for 2 years
Course materials- The Seller Lead Conversion process
- Video Part One: Overcoming common objections
- Video Part Two: Getting answers
- Video Part Three: The pre-listing packet
- Video Part Four: The kitchen table consultation
- Seller Lead Sheet
- Quiz
- Action Steps
- The Listing Consultation Script
- Scripts for Listing Consultation Objections about Price
- Objections about Finding a Home to Buy Before Listing
- Urgency Objections
- Overcoming Objections about Paying a Commission
- Price Reduction Graphic
- Listing Consultation
- Pre-Listing Consultation Video Scripts
- Pre-Listing Video #1 Script
- Pre-Listing Video #2 Script
- Pre-Listing Video #3 Script
- Pre-Listing Video #4 Script
- Pre-Listing Video #5
About this course
- $59.99
- 23 lessons
- 2 hours of video content
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Listing Agent" or CLA upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually
I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles
When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
Are you ready to revolutionize how you think about closing, and get more listings than ever?
This condensed course gives you the tools and techniques you need to leverage your sphere of influence in all the right ways, focusing in on how you can convert leads into listings without getting stuck or getting ahead of yourself. With ICC's tried and tested scripts and systems, you'll have everything you need at your disposal to make the most of your networks and take full advantage of every opportunity to close on a seller lead.
Turn your leads into listings.
Discover the techniques top producing agents use to connect with and convert their seller clients, and take the next step to grow your real estate business.
Add to CartTalk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
Realtor scripts for sellers: interest rates are more important than prices
Let’s say your client wants to sell their home for $550,000. You tell them that it really should be priced at $500,000. They say, okay, well we’ll wait until it’s worth $550,000 because I could really use that extra $50,000.
They need it for a down payment on their next home, or for a new car, etc. Like most people, when you tell your client the price or they get a price in their head, they do the math. They figure out how much money they’ll have after the transaction, and perhaps even plan on something they want to buy for themselves with their extra cash.
When you take that money away by telling them that their home is not worth what they want for it, your client experiences that instant pain. They go into defense mode and decide that never mind, they don’t want to sell now if it means less money.
What your client doesn’t understand is the comparison between the $50,000 difference in price vs. the increased interest rates on their replacement property when they need to buy. It will be hundreds of thousands of dollars over the life of the loan that they’ll be paying due to a higher interest rate because they chose to wait.
If they think housing prices and interest rates will drop, you must educate them and help them understand how that simply won’t happen. When it comes to Realtor scripts for sellers, this one is essential.
Interest rates are much more important than prices.
Realtor scripts for sellers: SHOW, don’t just tell
See the graph above. This graph can be an integral part of your Realtor scripts for sellers.
You can see the roaring 80s of interest rates. From 1977 until 1981, we saw 4 or 5 years of huge rate increases. And remember, home sales were still pumping in the 1980s.
In 1986, rates had come down to 10-12%. And they slowly came down even more. Inflation got under control and cautiously, they continued to bring down the interest rates.
Then we had the Great Recession. That was a scary period. The government had to intervene and use drastic measures to keep everything from going under.
Ever since that period, the interest rates have continued to drop slowly and steadily. Even during COVID-19, rates dropped to help out the economy.
All of a sudden, rates are back up.
The idea that rates are going to go back down again … guys, I mean, I guess it could happen! But it would take something really bad to make that happen. In all likelihood, it will get a lot worse before it gets any better.
If your clients are waiting to sell until the interest rate comes back down, you need to show them this graph as a part of your Realtor scripts for sellers.
You must push back and apply some pressure, because you know better than your seller. It is in their best interest to move sooner rather than later.
Interest rates are much more important than prices.
Brian Icenhower
Realtor scripts for sellers: have the tough conversations
These conversations are never comfortable.
Remember, it is your job as a Realtor to be the expert in the room. You are doing your duty as your client’s real estate agent by educating them on WHY it is a financially wise decision to sell (and buy) today. Better yet? Yesterday.
You must be a professional.
Realtor scripts for sellers: the most important script in real estate
A lot of people are not business people. They want to buy low and sell high, even if everything else costs them more in the process.
People are emotional creatures who make emotional decisions. Then, they go back and justify those decisions with logic. This is important to remember.
Your job is to slow down your clients and be that third-party pillar of wisdom, and advise them on what is correct and not let their emotions drive the bus. You must not people-please!
The most important script in real estate? This one goes back 50+ years. This script is called, “It always comes out in the wash.”
Realtor scripts for sellers: “It always comes out in the wash”
This is the most important script because people always want to buy low and sell high.
Home prices have always gone up. You can look at our Median Sales Prices of Houses Sold chart, below, to see the history of home prices. There are small dips here and there (that don’t last more than a year), but it always corrects, and continues in an upward trajectory.
Let’s say someone is trying to time the market. This happened to me in 2007. I was at a backyard graduation party. I’m sitting there, and I was in this neighborhood, and most everyone was local from that neighborhood. Except this one guy, who was sitting behind me. He was very loud, and talked about how he moved out of this neighborhood at the top of the market in 2005. He was bragging to everyone who still lived there, like a jerk, “I sold at the right time! I sold at the top and got $800,000 for my house. Now, if I tried to sell it, I’d only get $650,000 for it.” He’s saying this and everyone is bummed out. It’s rude (and it’s wrong). Because, it comes out in the wash.
This guy thinks he’s a hot shot, but what did he do? He sold this house at the top of the market, and he had to buy his replacement house at the top of the market, too.
The new house he purchased is now also worth less money than it was when he purchased it “at the top of the market”.
If you’re buying and replacing your personal residence, you should never, and I mean NEVER, time the market. It feels like you should because you get this big paycheck when you sell your house. But at the end of the day, it all comes out in the wash. There is no difference.
