Corona Virus Buyer Scripts

Corona Virus Buyer Script

Five Steps to Objection Handling:

1. Isolate - “So what I’m hearing is you are hopeful prices will fall because of Corona?”
2. Acknowledge/validate “Yes, I could see where you might consider that happening. What makes you feel this way?” LISTEN
3. Conditional close 

“A lot of buyers may feel that way. If I can show you our local market data showing that home inventory is still at an all time low, and that in fact, the demand is up even more this week, and that yes, prices won’t likely be trending down anytime soon, then would you be ready to consider still looking at homes?” LISTEN

4. Handle (use script below)

Close (“Great, does this afternoon at 4 or at 6 work best for you?)

Buyer Objection:

Buyer: Prices will go down because of Corona Virus and I want to wait.

Agent: When the stock market goes down, demand for real estate trends up. Investors want to put their money in a solid investment. 

Agent: I don’t see prices dropping. I can see time on the market going from 24 hours to 30 days possibly. You might get an opportunity for a second visit, but I don’t see prices truly trending down. There is still far too great a demand for homes in our market, and too low an inventory. In fact, inventory may trend down because sellers may wait a while to put their homes on the market during this time.

Agent: Interest rates can’t go much lower, and even if prices were to somehow trend down, you will be able to afford less house because of the interest rate. You’ll lose buying power as they rise.

Agent: Real estate or dropping stocks? Put your money into something real and tangible. Otherwise, you can pay your landlord’s mortgage while he takes advantage of the market and low interest rates.

Agent: Actually, more homeowners may decide not to sell, which will cause a shortage of inventory and make prices rise. You’d better get in while you can.

Agent: Building materials being sourced out of China are going to get more scarce for a few months. This could lead to a slow down in new construction. That will result in even higher demand for resale homes. If you’re considering a resale right now, you should go ahead and purchase. Coronavirus could potentially cause prices to rise. This is just hypothetical. I don’t know what the future holds, but why not take advantage of the great interest rates before they go up.

Agent: (Explain how homes have risen 5% since last year in Winston-Salem). Then say: There are two types of people in this world. Those who know a good thing when they see it, and those who look back thinking what could have happened.

Agent: Would you rather be involved in a two person bidding war or a dozen? That’s really the only difference right now.

Agent: It still benefits you to look! If we can find your dream home at a great price with the low rates right now, you will save more in interest than off of a lower list price and you don’t want to miss out! Let’s get started!

Coronavirus Seller Scripts

Coronavirus Seller Scripts

Five Steps to Objection Handling:

1. Isolate - “So what I’m hearing is you want to wait to list your home because you are worried about Corona?”
2. Acknowledge/validate “Yes, that could definitely make you feel uncertain. Others may feel that way as well. What has you scared about the Coronavirus?” LISTEN

“What makes you feel that way?” LISTEN

3. Conditional close 

“A lot of sellers may feel that way. If I can show you local market data showing that home inventory is still at an all time low, and that in fact, the demand is up even more this week, and prices are still high, then would you be ready to talk about moving forward?” LISTEN

4. Handle (use script below)
5. Close (“Great, does this afternoon at 4 or at 6 work best for you?)

(Number four - handling objections):

Seller Objection:

Seller: I want to wait to list my house until this Coronavirus thing blows over.

Agent: When the stock market goes down, demand for real estate trends up. Investors want to put their money in a solid investment. We are not seeing a drop in demand for houses at all.

Agent: I don’t see demand for new homes dropping at all. The only change I see is potentially fewer multiple offer situations. There is still far too great a demand for homes in our market, and too low an inventory. In fact, inventory may trend down because some sellers may wait a while to put their homes on the market during this time, as you suggested, causing even MORE demand and even higher prices.

Agent: Interest rates can’t go much lower. Buyers have even more motivation to buy now with the all time low rates.

Agent: Real estate or dropping stocks? Buyers will put their money into something real and tangible. Real estate continues to be the best investment out there. Don’t miss the rush! 

Agent: Actually, as you stated, more homeowners may decide not to sell, which will cause a shortage of inventory and make prices rise. I’d take advantage of that gap in the market.

Agent: Building materials being sourced out of China are going to get more scarce for a few months. This could lead to a slow down in new construction. That will result in even higher demand for resale homes. You should consider listing BECAUSE of the virus. Coronavirus could potentially cause prices to rise. I don’t know for sure what the future holds, but why not take advantage of the demand while it’s here today.

KW Preferred COVID19 Client Questionnaire

Keller Williams Preferred is committed to the safety of our clients and our agents amongst the growing concern around COVID-19 (Novel coronavirus). We are consistently monitoring updates from the CDC, state and local health authorities, NAR, and state and local industry organizations, and we have implemented policies and procedures to provide an abundance of caution to all parties related to real estate transactions.

In an effort to reduce the risk of COVID-19 exposure to KWP clients, agents and employees, all homeowners and visitors are asked to answer the following questions:

• Have you traveled outside the country or been in close contact with anyone who has traveled outside the country within the last 14 days?

• Have you had close contact with or cared for someone diagnosed with COVID-19 or flu-like symptoms within the last 14 days?

• Have you experienced or been exposed to any cold or flu-like symptoms in the last 14 days (fever, cough, shortness of breath or other respiratory problems)?

*If you answered yes to any of the above, please notify your agent immediately. 

For the safety of all concerned It is our commitment to buyer/seller clients    to suspend personal site visits at this time. 

If you have answered yes to these questions and you are a buyer, we have virtual real estate options available including live stream walkthroughs. If you are a seller, your agent will discuss options to allow you to stay in your home while you monitor your symptoms, with options including temporarily taking your home off the market (does not incur Days on Market on MLS) and extending contract times if your home is under contract. Please speak with your agent about important ways to continue your real estate process smoothly. 

We welcome your call at 

Agent ___________________________________ DATE

Buyer/Seller_______________________________DATE

Buyer/Seller_______________________________DATE