How should you respond when a potential seller says, “I need time to think it over.” You don’t want to be passive and let the listing go without a fight, but you don’t want to scare the prospect off by being overly aggressive. Consider something like, “I respect that. Let me ask: what specifically do you need to think about?” If the prospect gives you some concerns, take the time to listen and address them. Get to the real objection. However, there may not be a hidden objection: the seller may just want some time. Ask, “Do you feel that I can sell your home and get you the best price possible in this market?” If the seller says yes, then continue. “Great! I’m glad to have your confidence. Why don’t we sign the contract tonight and we’ll post-date it for three days. You keep the agreement until the date on the contract.” Once the agreement is signed, you can ask, “Do you feel relieved?” If so, continue with, “Do you want to hold onto this contract for the full three days, or do you want me to get to work right away?”

 

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