As a trusted real estate advisor, it’s your responsibility to do extensive research on real estate market trends and economic conditions that effect the market. This information is proprietary. Although you should share the general trends with your buyers, sellers, farm area, and all contacts, specific details of your analysis should be presented but never left with a prospective buyer or seller until they have made a commitment to work exclusively with you. The following outline can be used to explain your situation:

“If you choose to use me as your advisor, it will be my responsibility to make certain that you have the best information so you can make an informed decision. I take this responsibility very seriously, I do extensive research on everything that could impact your decision. I share this information with all my clients, but this information is proprietary. Once you’ve decided that I will represent you, I will be happy to give you copies of everything.”

Be certain to get the information back if the seller isn’t ready to commit to signing a listing agreement. This is a great “take away” close.

Seller Argument #7—Insanity Close

The definition of insanity is to do the same thing over and over again but expect different results. Many sellers have chosen to wait to either lower their price or sell expecting the market to recover. How has that worked for them? Not well, prices are lower than they were before. Point out to the seller that it’s probably time to change their strategy by pointing out that things could get worse. Use the following outline:

“You’ve lost tens of thousands of dollars doing it one way, isn’t it time you take another approach by considering my recommendation?”

Buyer Argument #7—The Forever Close

One of the most effective ways to really drive the point home with buyers is to point out that if they make a mistake by waiting, they could lose the opportunity forever. For example, if the interest rate goes up and they can’t afford as much of a house because of the amount that they qualify for, they will be living in less of a house forever.

Another example, if the buyer choses to wait and investors and other primary buyers lock up the best quality homes, they may not have an opportunity to ever buy that quality of house again. They could be settling for the next best choice forever.