Agent vs Investor: What Sellers Actually Want

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Transcript

What Not To Say

Acknowledge Clarify Direct Framework

Handling The Top Dollar Claim

The Two-Path Close Script

Real Call Example Walkthrough

Follow-Up Text To Send

Fork In The Road Mindset

SPEAKER_00 0:03

If you've ever heard a seller say, I'm just gonna list it with an agent, you know what that usually feels like. Most investors hear that and immediately go into combat mode. They either start attacking realtors or they start defending their offer. And both reactions miss the point. Because this is not really an objection to overcome, it's a decision point. Your job is not to force them away from listing, your job is to help them figure out which option actually fits their needs and desired outcome. Because listing is not bad, and a cash offer is not always the best option. They're just two different paths. A listing may be the right path if the seller wants maximum price, has time, can handle showings, and the house is in condition to go retail. A direct cash sale may be the right path if the seller values speed, uncertainty, and convenience, and does not want to deal with repairs, financing, inspections, or drawn out timelines. So when a seller says, I'm going to list it, the wrong mindset is how do I overcome this? The right mindset is how do I help them make the best decision based on what they actually need? So let's start off with what not to say. Don't say agents can't be trusted. That makes you sound insecure. Don't say you'll lose 6% in commissions. That alone is almost never persuasive. And definitely do not pretend you can pay retail just to keep the conversation alive. That is how bad deals happen. The better way to go about it, the framework is simple. Acknowledge, clarify, and direct. So start off with step one, acknowledge. So you start here, totally fair. Listing can absolutely be the best option in the right situation. That immediately lowers resistance. You're not arguing, you're not chasing, you're showing them you are not emotionally attached to one outcome. Step two, clarify. Now you need to understand what they actually want. So you ask, can I ask, when you say you want to list, is it that because your priority is getting the highest possible price, or because it feels like the safest option? That question matters because those are not always the same thing. So then ask the two questions that expose reality. How fast do you need this solved? And what do you think the property would need to go through inspections and buyer financing? Those two questions bring the conversation back to the real issue. Not emotion, not assumptions, but the right fit. Because a seller may want top dollar but still need a 14-day closing. They may want retail, but don't want to clean the house or make repairs, deal with showings, or risk a finance buyer backing out. And that is where the real conversation begins. Step three, direct. Now you guide them based on what they told you. You can say if your top priority is squeezing out the highest possible price and you have the time and property condition to support that, listing may be the better route. But if your priority is speed and certainty and convenience and selling as is, well, that's where our cash offer makes more sense. And that is the key. You're not trying to win the argument, you're helping them choose the path that matches the outcome that they want. So how do I handle I want top dollar? If the seller says I want top dollar, I'm going to list it, you can respond with that makes sense. If maximum price is the goal and you have time, listing is usually the stronger route. The real question is whether your priority is maximum price or maximum certainty. And then continue. Because listing may get you more, but it comes with time, showings, negotiations, inspections, repairs, and financing risk. If you're comfortable with that, it may be the best fit. If not, that's where a direct cash sale becomes valuable. Notice the difference. You're not pushing against them, you're helping them see the trade-off clearly. So the best position to take, one of the strongest lines you can use is this. I'm not here to talk you out of the best option. I'm here to help you choose the option that best solves your problem. That changes the whole tone of the conversation because the seller stops feeling sold and starts feeling understood. So let's talk about the two-path close. So you give them both options clearly. Here's the easiest way to look at it. You really have two paths. Path one, you list it and try to maximize price. Path two, we buy it directly and give you speed, certainty, and convenience. What matters most is which path lines up better with what you need this property to do for you. Then you say, if an agent can sell it fast, as is with minimal hassle and net you more than my offer, that may absolutely be the better move for you. I'm not offended by that. I just want you headed in the right direction. That is a powerful position because it makes you the guide, not the desperate buyer. So let's give an example. I'm going to list it. You totally fair. Listing may be the right move depending on what you need. Can I ask, is that because you want the highest possible price or because it feels like the safest option? Seller, I want top dollar. You makes sense. How fast do you need this soft? Seller. Within two weeks. You got it. And what do you think the property would need to pass inspections and financing? Seller. Quite a bit. You okay? So that's the real tension. Listing may get you more, but two weeks and heavy repairs usually do not pair well with a traditional retail sell. If maximum price is the goal and you have time, listing may be right. If speed and certainty matter more, that's where our offer fits better. And that is a very different conversation than trying to beat the objection. Now, during these conversations, it's definitely going to end up where you need to follow up. So I want to give you a follow-up text message that you can send. After the call, send this text. Totally understand wanting to explore listing. If you speak with an agent, ask them these three questions. What repairs are needed to sell retail? How long will it realistically take to close? And what your net will be after commissions, concessions, and closing costs. If you want, send me what they say and I'll help you make sense of the numbers. That keeps you in the conversation without sounding needy. When a seller says, I'm going to list it, do not treat that like a wall. Treat it like a fork in the road. Your job is not to overcome the objection. Your job is to help the seller choose the option that best fits their needs, their timeline, and the outcome they actually want. And when you do that well, you build trust, whether they sell to you or not. Remember, we're not overcoming every objection. The way that we have a hundred percent success ratio with our leads is always by being the real estate professional that points the seller in the right direction. Let me know what you guys think in the comments. Regardless, show me some love, like today's video. We'll see you guys tomorrow.