This is one of the most common objections that Sellers throw at you…especially when they are interviewing multiples agents.
Did you notice the simplicity of the answer I gave the sellers in the video? Here is the SECRET: Sellers do not care about marketing! (In spite of what you’ve always heard and been told.) What Sellers care about are RESULTS! What is the result they want? Their home SOLD! That’s all they want. They don’t care about the process (I.e. “the marketing plan”). They really don’t!
You may be saying, “Then why does every seller seem obsessed with our marketing plans?” You are probably not going to like the answer, but this is the TRUTH. Remember…what are Sellers really interested in…the process or the result? THE RESULT. So the only reason they ask about the process (i.e. the marketing plan) is because they are not confident in the agent’s ability to get the results!
All they need is confidence that you know what you’re doing and that you are going to get them the absolute best results! Once they have that confidence…they are not the least bit concerned about the process. So…how to you give them confidence? By being confident in your expertise and in your certainty that you WILL get them the results.
If you start trying to WOW them with your “697-Step Magical Marketing Plan,” you’re going to spend way to much time doing things to appease the Seller….when all they want is for you to GET THEIR HOME SOLD! Got it? And second, there is always another agent going to come along with a “698-Step Smarter, Sexier Magical Marketing Plan” etc, etc, etc….. Get the point?
Be confident. And….Be committed enough to the Sellers Best interest that you are willing to tell them the truth about pricing and marketing. Price it right. And then let them know that you will take care of getting is SOLD.
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