Phone: (734)669-0337
Fax: (734) 661-4315
Email: info@kathytoth.com
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Keller Williams Ann Arbor
Phone: (734)669-0337 Fax: (734) 661-4315 Email: info@kathytoth.com |
BUYER FEARS
1. We don't want to sign a buyer contract.
If we don't sign a buyer contract, then I have to represent the seller. Do
you want me to use my negotiation skills to save the seller money or to save you
money?
OR
You can cancel at any time if you're not satisfied with the job I'm doing. What
part of the agreement are you not comfortable with?
2. We're looking on our own and only want to talk with the listing agent.
There are two things that concern me when you say that. The first thing is that
a listing agent is negotiating on your behalf. The second is, the huge amounts
of time you're spending calling numerous listing agents.
Anything the listing agent can tell you, I can too. More importantly, I can
probably tell you a whole lot more, such as what comparable properties have
sold for, what the seller's motivation is, what they bought the home for, what
they owe on the home, and so on. Would that type of information interest you?
Remember what you say can and will be used against you. The
listing agent's ears belong to the seller. You will also most likely miss
excellent homes that don't even come up on the market. Buyer
Representatives call their clients first. By the time you find out about
the home, it is sold, especially in a hot market like the previous 2 summers.
3. Can't you just mail me listings?
Rather than mail you hundreds of listings that may not interest you, why
don't we get together and see if I'm even the type of agent that you want
to work with? At the same time, we can evaluate listings together and I'll
be ale to get a sense of what you're looking for and then be able to give
you a printout of all the listings that match your criteria.
4. We want to save more money before we buy.
How much more did you want to save? About how long will it take you?
That's ambitious. Unfortunately, any additional savings on your part could
be offset by a rise in interest rates would reduce your purchasing power by
$12,000? You certainly have enough cash available to purchase now.
Why don't we get together and discuss the specific impact of buying versus
not buying so you can make an informed decision?
5. We don't want to pay a retainer.
You are planning on purchasing a home aren't you? Yes. Then you
needn't worry. Your retainer will be credited to you at closing, just
like your deposit and any other pre-payments, okay?
6. We want to think about it before making an offer.
I can understand this is a big step for you folks. So that I
can help, what specifically is it that you want to think about?
The concern can be included in the offer.
7. Will you reduce your commission if we list our home with you?
That's a good question. I won't but may I tell you why? It's really
important to focus on what you're getting. When we sell your home,
I've demonstrated that on average, we're getting our sellers 3 per cent
more for their home than the competition, and when you buy,
who pays the commission? The seller. See, you don't' pay a commission
when you buy, and more importantly, you've got me negotiating on your behalf
to get you the best price and terms and that's what you both want isn't it?
8. The buyer's want to write a ridiculous offer.
How did you arrive at that price? Well, obviously you like the home or you
wouldn't be making an offer right? Let's face it, do you think if you were
the seller you would consider an offer on your home of X dollars below the
list price? No. The average sale price to list price for Ann Arbor Area
Board for 2002 was 96%. Why don't we do this: Let me do a quick market analysis
on the property and together we'll determine fair market value. Then
let's offer within five percent of that number and try to get the seller
to consider it, versus just picking a number out of the air.
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Kathy Toth and Team (734)669-0337 Fax: (734) 661-4315 2144 S. State St Ann Arbor, MI 48104 |