As I told you last week, in our current market situation, prospects will almost always be skeptical and apprehensive because of the media’s negative messages concerning the real estate market. So, you can count on prospects starting conversations with one of the “Three Predictable Questions.” Sometimes they ask just one of the questions; most of the time they’ll ask all three. They are:
1. Why should I buy in this down market?
2. What kind of deals or incentives do you have to offer?
3. We’re not buying today—can we just look?
This week, I’ll share with you how to answer question #2:
WHAT KIND OF DEALS OR INCENTIVES DO YOU HAVE TO OFFER?
“I’m so glad you asked! We offer impressive homes, a wonderful location, incredible schools, fantastic customer service, and we are an energy star builder. We have a lot to offer. We don’t offer any incentives that go across the board, since our incentives vary from home to home and will depend on the particular home you select. They can be substantial but will depend on which home you choose and when you choose to purchase. The first step is to select a home you really like, and then we can discuss the incentive as it applies to the particular home you want.”
CHECK BACK NEXT WEEK FOR PART 3 OF THE THREE MANEUVERS.
In today’s economy, every prospect enters the door a bit skeptical and apprehensive, primarily because of their normal dose of buyer’s-remorse-in-advance, and also the media’s negative messages concerning the real estate market. You can count on prospects starting conversations with one of the “Three Predictable Questions.” Sometimes they ask just one of the questions; most of the time they’ll ask all three. They are:
1. Why should I buy in this down market?
2. What kind of deals or incentives do you have to offer?
3. We’re not buying today—can we just look?
This week, I’ll share with you how to answer question #1:
WHY SHOULD I BUY IN THIS DOWN MARKET?
“Because it’s simply an unbelievable time to be considering a new home. Allow me to explain: We have a stunning selection of homes or homesites available, and our builder or developer has aggressively priced the homes/homesites to create real value. In addition, interest rates are at an all-time low and the financing terms available today make home ownership extremely affordable. So it’s an unbelievable time to be shopping for a new home.” BUT THE MEDIA ARE SAYING THE MARKET’S CRASHING! “Mr. or Ms. Prospect, what the media are talking about are National statistics. What’s being reported does not apply to our marketplace and/or neighborhood.”
CHECK BACK NEXT WEEK FOR PART 2 OF “THE THREE MANEUVERS.”
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