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.