How do you respond when a listing prospect brushes you off with, “I’ll sell when values go up.” Many homeowners believe this is a smart selling decision; this is your chance to remind them that there’s more to moving than just getting a high sales price. Respond with, “I understand that. If I may ask: what was your original reason for selling? Tell me more about that. If you can achieve that goal and sell this for a bit less, would it be worth it to you to sell right now?” If the seller says “Yes,” move forward with setting up a listing appointment. If the seller says no, reply, “Then you shouldn’t sell right now, and you are making a good decision.” The important thing is to get to the real reasons for the move, instead of focusing on the market.
I hope you found the article useful. Give me a call if you have any questions.