Help Them Get What They Want...
Zig Ziglar has said it most of his life and it still as true as it was the first time he said it "Help enough people get what they want and you'll get what you want."
Buyers need to know that amidst all of the conflicting information, there may never be a better time to buy a home. Abundant selection, low interest rates, and the tax credit are three undeniable reasons to buy now for those who can afford it. The Housing Affordability Index shows that more people can afford to buy now than since it has been tracked beginning in 1970.
The creative real estate professional will help buyers understand the tax advantages and financing alternatives and why now is an incredible time to buy a home. The current conditions won't last forever and buyers who act now will be making an investment in their family's future.
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Financing Concessions Will Make the Difference
If you were to receive a postcard in the mail from Macy's telling you about a 50% off sale, you might be intrigued to go to the store and look around. On the other hand, if you had received a postcard for a 2% off sale, it probably wouldn't have motivated you at all.
If you have a $250,000 listing that the seller is going to reduce it by $5,000, it is a 2% reduction. It probably won't motivate anyone to look at it for $245,000 that wouldn't have looked at it at $250,000. The reduction from a practical standpoint will not generate any new traffic for the listing.
However, let propose a different strategy. Instead of reducing the price by $5,000, apply the $5,000 toward financing concessions to be deemed as the by wants. They can be applied toward the buyer's closing costs, prepaid items, or a buy down of the interest rate.
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Dialogs You Can Use
"An effective way to increase the marketability of your home is to offer favorable terms in the form of financing concessions. For a relatively small amount of money you can offer a temporary buy down which will lower the payments for the first two years and the balance of the concessions can be applied to the buyer's closing costs."
Dialogues like the one in this article are a part of the NEW Discovering the Finance & Tax Difference course.
We'll be sharing more scripts with you in coming months through this newsletter. If you want to share your favorite script or dialogue, please send it to Pat@PatZaby.com.
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Reduce Mailing Costs
Dana Couch-Davis, of Crye-Leike, REALTORS® in Memphis, TN, is using the Marketing Library's eCards to stay in touch with his customer base twice a month but isn't spending a dime on postage or printing.
He is customizing the eCards and finding creative ways to keep his name in front of the people he want to do business with. The savings from one mailing pays for the Marketing Library and each time after that makes you money.
Click Here to see the Marketing Library - click on Samples tab and drop-down box to see examples
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