Telephone Script?
I am putting together a script of questions to ask when a seller calls from my marketing. In a discusson witha couple of local investors the question "how much do you think your house is worth "drew a lot of disagreements. Any ideas?
hey, you want to know how much they think its worth, so ask. i would
just one question out of many you will be asking
Thanks...The feed back I was getting centered around: letting the seller control the value if you ask. My feeling is that I want to know what I am up against in my negotiation. Of course I will also ask what is the least they will take for cash.
If you ask how much they think their house is worth, follow up by asking how they determined that value. This is an important followup that can sometimes tell you a lot about a person's situation and motivation.
Hlevin,
Have you read through the archives of this forum? I think you will find the scripts you are looking for have been posted here in the past. I would also offer that there is some excellent info in all of these forums. Take a look before you re-invent the wheel and you might even find some other very valuable infomation during your search. Good luck!
Thanks, I have done that, I was really just trying to decide on the value question. This site has been fantastic.
I have some scripts if you want. Just let me know..ok?
You might adjust the wording a little and say "If I sent an appraiser out to your home, what do you think your home will appraise for?". It might draw a better "SWAG" from the buyer rather than what they wish the home was worth.
Junoti
HI I have not been doing this for very long but I have foun that people have an inflatedveiw on what their property is "worth" so I always ask them what they are "asking" for the property then I inquire how they came to that amount to give me a general idea of what the property is actually worth.
There is no wrong question you can ask a customer. If your customer demostrates that his thinking is too contrary to what you require in a prospect in order to work a deal, he was most likely that way before he picked up the phone to call you, the only thing you did was qualify him so well that you found out about it quicker than somebody else would have, and avoided wasting a tremendous amount of time spinning your wheels because you didn't qualify him.
The notion of asking the question you proposed would give your prospect control is absurd. It is simply a question, the follow up question you ask after that one will decide in which direction the conversation goes and who is in control of the process.
The acronym , WOW , is the basis for further discussion:and probing.
What's it worth?
what do you Owe?
what do you Want?
I never pursue the first question (Value) further. I think its argumentative. I assume it's inflated and generally without substantiation. If the answers to my questions meet my criteria, I set the appointment. I'll have comps and after my inspection I"ll start the negotiation -on my terms.
If I don't like what I hear,I tell them that , "At this time you property doesn't meet my companies requirements. I leave them my number if things should change. I guess that's why my middle name is "cherry picker".