Real Estate Influencer Tip: “Civil Confrontation”.
- I know it’s safe to say that although necessary at times, we really don’t enjoy or look forward to confrontation. In order to be successful when confronting being direct, fearless is key. I honestly don’t know any RE Agent that doesn’t have at least an ounce of “fear” or concern when it’s time to confront. The Influencer understands that there is a more efficient way to confront. The steps, if followed, are extremely effective when dealing with a difficult client.
1: Restate the end objective and get the clients recommitment. (Let’s use price reduction).
“The objective is to get your home sold, right?”
2: Disarm their most likely weapon.
“I have a lot of Agents asking about your home, so I know the marketing is working”
(Disarms the poor marketing excuse)
3: Use Social Proof (Other homes in the area are getting offers and more traffic.)
4: Set the clients character trait: “I know you are a smart person”
5: Tie the knot: ” Let’s be smart, the price point needs to be more compelling”
6: Use Contrast “We are not going to adjust the price by 100K”
7: Finish it: ” We only need a $ 40k adjustment