Setting Expectations
We set expectation to....
Relieve any uncertainty, fear, discomfort, pressure
The point of pulling motivation is to
Find leverage, increase urgency, get emotional thinking
Seller says "Maybe" when you ask if they're still looking to sell now or the near future.
"By Maybe what do you mean?"
Sellers give us resistance because
Fear of unknown, pressure, discomfort, frustration, not interested
It is important to uncover roadblocks to
To overcome anything that would prevent the seller from taking action or moving forward
We set expectations with the acronym:
T
A
R
P
We uncover motivation with this three step questioning strategy
S. Situation
I. Impact
P. Picture Perfect
Sure, i'd sell for the right price.
Great, other than price, does anything else have you considering selling?
So what would that right price be?
What are the tools in our tool belt for facing resistance
1. Go for no
2. Tactical Empathy
The 4 most common roadblocks are
Influencers
Timeline
Discomfort
Money/Price
T.A.R.P. stands for
Timeline
Agenda
Result
Permission to say no
We utilize situation questions by asking;
If you did decide to sell, why would you?
What has you even thinking about selling?
Who are you and why are you calling me?!
Sellers react like this when they feel uncomfortable
Fight or Flight
When a seller has an influencer we do this to make sure it does not become a roadblock
We set expectations at:
The beginning and end of every call
How does that make you feel?
How long have you been thinking about this?
when you say ___, what do you mean?
"Mirroring"
Yes i'm selling but you guys won't give me what i'm asking for
What's your asking price? And Have you considered listing it?/Why not just list it?
Resistance looks like:
Short answers
Hostility
Non- committal language
When a seller does not give a price, we ask this many times to try and get the price throughout a sales call
3 times
When we don't set expectations the seller is most likely to
Have their guard up, ghost us, not willing to go through the process
Picture Perfect Scenario questions look like:
What is your picture perfect scenario here when it comes to selling your property?
You sell your house, in 3 months what does that look like for you?
What's the ideal outcome when it comes to the sell of your property?
Why I'm selling is none of your business
My apologies, I wasn't trying to pry or get too personal. I hope I didn't offend you or mess this up...
I'm just asking to make sure that we can help you as best as possible.
What are the 3 outcomes possible when going for no
IF IT IS A “NO” THE SELLER WILL TELL YOU.
THE SELLER WILL CORRECT YOU AND UNCOVER AN OBJECTION
THE SELLER WILL CORRECT YOU AND SAY THEY WANT TO MOVE FORWARD.
We always do this whenever a seller says "no" to any roadblocks
Double confirm