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!