The Truth Remains the Truth
“Fact’s have a cruel way of
substituting, themselves for fancies.
There is nothing more remorseless, just
as there is nothing
more helpful, than truth.”
William C. Redfield 1858 – 1932,
Democratic Politician
from New York
As I see it . . . . . . .
The truth remains the truth
We have just gone through a very long
and painful listening experience with a potential home seller.
Let me explain . . . .
With one of the companies that I’m providing
consulting services for. I recently went
on the listing appointment with a new and emerging real estate professional
with the company.
The sales professional was well prepared
for the listing appointment and prepared an outstanding CMA for the home
sellers.
The listing presentation was going
smoothly has the real estate sales professional did an outstanding job in her
presentation. She explained the benefits of listing with her and company and
her marketing strategies to sell the home.
She was building a bond of rapport and
trust with the home sellers and it showed in the commutations between the sales
professional and the home sellers.
That all changed in a split second . . .
. when it came around to pricing.
When the CMA was presented the veins in
the neck of one of the sellers was so big they looked like they would explode
and both sellers unloaded on the professional.
The home sellers told the sales
professional the selling price was far too low. That she was pricing the home
to sell fast to get a commission and had no interest in their needs.
The sales professional stayed very
composed in very challenges conditions and listen to the home sellers . . . .
and made notes on what the sellers where saying.
Once the sellers began to settle down .
. . . she ask them if she could ask them a question? They replayed yes.
The sales professional asked . . . .
what they felt the price should be? And they told her the price they had in
mind. Then she asked them where they got the information about the price and
they told off the internet and a couple of neighbors who have recently sold
their home.
The profession then asked . . . . are
there be questions other then the pricing that prevent them from listing the
home her today? They said no.
She told out her i-pad and invested the
next hour and half reviewing the MLS and the prices of the homes sold and the
homes on the market.
After a long three hour listing
appointment sales professional left with a saleable listing that sold in three
weeks.
Here’s the key . . . . she was prepared
. . . . she stayed professional . . . . she controlled her emotions . . . . she
was patient . . . . she listened . . . .
she asked questions . . . . and did not
overreact.
The truth remains the truth about price
. . . . but it’s the professional that can explain it properly that makes the
difference.
©2014 Lou Ludwig Motivational Power
Quote, Sales and Management Consultant, Success Coach, Speaker, Trainer and Author
