New Home Sales Training: Self-talk Scenario #10

If you’ve been following our self-talk scenarios you will see a natural progression that most buyers go through when sitting on the fence about purchasing a home. The following scenario is very common.

Buyer says: “This is a lovely home. I really like it, but I’m not sure we should buy right now because (1) the market price might drop more; (2) we can’t afford the monthly payment; (3) we might not qualify; (4) we’re waiting for a better time to buy.”

Buyer thinks: “I’m afraid to make the commitment. Maybe we can get a better deal. Maybe we don’t qualify. I’m just not sure what to do.”

You think: “She seems genuinely interested in owning the home, but is hesitating. She needs solid information in order to move forward.”

You say: Based on that, I can get you with one of the top mortgage lenders in the area and we can find out which home you would qualify to buy. No obligation, of course. One of the benefits of buying a new home is that you have the ability to control the bottom-line price by choosing floor plans and options you want that fit within your budget.”

By taking away the guess work about qualification, payments and the like, you take off the blindfold so a buyer can see what the future of home ownership will look like.

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