Handling Sell Buy Situations

Anthony Lamacchia:

Is one of your sellers, who also is going to buy a new home, telling you that they’re not ready? They’re not ready? Well, I have news for you all. They’re all full of it because if the exact house they wanted to buy came up for sale tomorrow, their readiness on a 1 to 10 would go to a 12. Then they’d have you run around frantic, writing offers, making things subject to. They’d run and get a pre-approval, right? They’d submit the offer, get denied, and then their readiness would go back to a 1.

Sell-buy clients, particularly at this time of year, are the most difficult to get to understand that they are ready. They’re just telling you they’re not because they’re not seeing what they would want to buy online. This time of year is a very scary time for a wannabe home seller, a would-be, a planned-to-be home seller because they go online, they don’t see the home that they want to buy, that they would buy, and they say, “Forget it. I’m not ready.”

That’s why you, as the real estate professional have to get them to understand that if they don’t have a plan, then, yes, they’re not ready because buying and selling at the same time requires a plan. You also have to make them feel better and make them understand that you can list with protections. You can put things in place to make sure that their house isn’t sold from underneath them. You need to talk that up when you are on the phone with them so that you can get yourself to the next step, which is getting in front of them.

When a client says, “I’m not ready, I want to sell this year, I want to buy a new home, but I’m not ready,” they’re putting up those defense mechanisms, it’s because they’re scared. You need to be talking to them openly about their options. You need to talk to them about how maybe once the whole plan is developed, it’ll make sense to list and list with protections, or maybe they’re the type of client who it doesn’t make sense to list because their buying criteria are so specific that instead it makes more sense to get totally and completely ready and then wait for the right home to come up.

There’s really two roads you can go down. I went over this at training yesterday here with all of our agents. That is why we created the Sell-Buy Roadmap. Here it is right here. Right here. If you want to get your hands on this document, you need to log on to sellbuyroadmap.com and you can obtain this Crush It In Real Estate, right here. Understanding the client’s Fears, how to navigate the selling and buying process, and then what you really need, which is the roadmap because the sellers have two choices, get ready and wait or list with protections.

When you have this document and you lay it out in front of them and you explain the two roads, it makes the conversation a lot easier. We came up with it here at our company about eight years ago and we’ve been utilizing it in our Crush It In Real Estate training across North America since that time. If you want to get your hands on this document, visit sellbuyroadmap.com. That’s sellbuyroadmap.com. Good luck and thank you.

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