Wednesday, August 01, 2007

How To Eliminate Seller’s Remorse

Dear Friends,

Steve, a top agent, shared a story with me that is worth repeating. Steve met Ted and Sandy at a home seller’s seminar. He could tell the moment they walked in that they wanted to sell their house. They didn’t hide their excitement from Steve. During the listing presentation they walked from room to room talked about how their current furniture could also be included in the sale. Steve, a good consultant, knew these people were ready to sell their home.
So Steve suggested that they put the home on the market immediately.
They did and received a full price offer in just a day.
For Steve, it felt like it was too good to be true.

Well it was.

After Steve went through the process of getting the offer accepted, Ted and Sandy backed out during the 3-day Right of Rescission clause.

The problem -- Ted and Sandy talked to some friends who suggested that they talk to different realtors about the price before they decide to sell their home and that if they got a full price offer that quickly the house was under priced.

They experienced Seller’s remorse.

Steve asked me what could he do different the next time something happened like that.
Here is my coaching to Steve and you.

The Remorse Mover Script

Immediately after they sign a listing agreement, look the client in the eye and say, “I’ve got this contract here and I’ll rip it up right now if you want me to.”
I know that you might talk to people who are going to say, ‘your selling your house, why did you do that?’ or ‘you should have waited’, or ‘you should check around with different realtors’.”
“It is likely that after today, you will encounter people who suggest that you made a poor decision.”
“If you don’t want to sell this home, I will tear up the contract right now.”
“I need to know that you want to sell this home and that you are sure you want to do it.”
“I don’t want you to come back to me later on, dissatisfied, because I count on your referrals and endorsement to family, friends and neighbors.”

When they insist that they want to sell, you erase remorse because you had them defend the decision they made, which deepens their commitment to what they are doing.

Also, if they change their mind after just a few suggestions you make now, you can count on them changing their mind when they talk to family, friends or neighbors.

So it is in yours and their best interest to discover if they really have made a clear decision by using the "Remorse Remover Script."

Consulting is about helping people make wise, effective decisions, then sticking to their game plan once they have chosen a clear path.

When people make quick decisions, the chance of quickly having remorse is greater. So when a person makes that quick decision, you know that it is in their best interest use the “Remorse Remover Script”.

Thanks for spending 3 minutes with me...
The best is yet to be!

Your Trusted Advisor For Life.
Jeffrey Stanton

You read Jeffrey's Journal every week because you, like me want the best for yourself.And you, like me want to build a strong referral based business. Who else like you, like me loves referrals that you can share this blog with right now?

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