We asked author Jennifer Allan-Hagedorn to answer questions based on her teaching and experience in the real estate industry. Jennifer is a regular contributor to Realty Times and RE/MAX Times and is the creator of the Savvy Prospector program, endorsed by Dave Liniger.
Question: "How do I convince a seller that he should sell now instead of waiting to see what the market is going to do?"
JA: I don't believe it's appropriate to convince a seller to sell if he's not truly motivated to do so. First, as we all know, an unmotivated seller is tough to work with, so it may not even be a listing you want. Second, the seller is probably expecting you to argue with him, so if you don't, you'll win big brownie points for supporting his position (instead of arguing with it).
Here's how I respond to this objection: "Okay. I'll be happy to keep you updated on the status of the market and let you know when it appears to be turning around."
Have a question you would like Jennifer to answer? Email it to info@vaned.com!
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Guest Author Jennifer Allan-Hagedorn has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. The latest release of her book is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com or attend one of her free teleseminars on a variety of topics of interest to the real estate community.
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