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Monday News You Can Use!

May 25, 2020

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  • Zillow resumes home buying – Predicts numbers sales increasing and prices dropping 3% – only buying in 4 markets.  My insider says other Buyers now have convenience fees of 18% to 20%
  • Over 4.1 million in forbearance plans (rules for “clean credit” have softened but expect to need to have three months of onetime payments.) This article says 4.75 million About 9% of all mortgages. One economist estimates 15% will be behind before this is over.  They are scared.  How can you support them?
  • More proof there’s money to be made owning a home.  More builders bullish on build rental properties.
  • Zillow CEO says we’ve passed the worst of it.  Virtually tours and Digital transactions are leading to a doubling of Zillow.com site visits.
  • Prices at all-time highs – number of sales lowest April ever – down 17.8%  All real estate is local.
Conversation Advancer:
Bring me a buyer

THIS IS A TOUGH OBJECTION BECAUSE WE MOST OFTEN DO NOT HAVE A BUYER. TOUGH BECAUSE YOU HAVE TO EDUCATE THEM A BIT ON HOW THE PROCESS WORKS, AS WELL AS UNDERSTAND THEIR CURRENT PLAN, WITHOUT MAKING THEM WRONG OR MAKING THEM FEEL DUMB. THEY DON’T WANT TO HIRE YOU, THEY AFRAID TO MEET WITH YOU, AND THEY DON’T WANT TO HEAR YOUR SPIEL ABOUT HOW CONNECTING SELLERS WITH BUYERS IS WHAT YOU DO FOR A LIVING AND CAN DO IT FOR THEM. THEY JUST WANT TO TALK IF YOU CAN BRING A BUYER WITH YOU ON DAY ONE.

The key here is always to come from a spirit of contribution – they don’t know what they don’t know – so ask them a  clean question. “What is your Plan B if no agent can bring you a buyer on day one before even viewing the property?” You can also level with them. Say something like “It sounds like you have been talking to a lot of agents and telling them all the same thing—has any of them brought you a qualified buyer yet?” When they say “no”, now you have advanced the conversation and can ask “oh, well why do you think that is?”

Tech Tip:

Powered by NAR  Doorsteps.com – help people find rentals – check out the articles section – stuff for all your buyers! Look at this rental 

Your Coaching Matters Supports Agents and Brokers to
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Mike Stott

mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

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