Notes from Keller Williams Realty Family Reunion, February 2009
Fear is a four letter word.
Call capture from signs.
Set up expectation so sellers don't feel like they are selling for too little or buyers paying too much. Talk about all the what ifs before they happen.
Scripts can keep you from saying too much. Ask, what do you fear most?
Buyers remorse - don't want to pay too much for it. Warn them - focus on the home, on the why. Buy on emotion, validate on logic. Resell them on the decision. Mark the moment of victory.
Foreclosures and short sales are included in appraisals.
Close asap.
Inspections and repairs - how many deals went to closing in 2008? Prepare for the worst but make the best happen. Parallel aplication for back-up lender. Advise buyers about keeping their finances in good shape.
Low appraisals - funding options
Additional down payment from buyer
Financial gift from parents
Second mortgage
Seller assisted options
Checklist for every file - talk to everybody every week.
Have the conversation with the seller about what happens if the appraisal comes back low.
Prepare script/system for back up financing.
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