3 Options Realty, LLC

     A short- sale is a desperation effort to salvage as much of one’s financial life as possible when on the brink of disaster. But it is not a tool to be used by the ill-prepared or weak of heart. Statistics indicate that only about 20% of all short-sale applications are actually approved—most of them wind up in ...

     Nathan phoned me yesterday. He said he wanted me to help him sell his home in a short-sale. The first question I asked was if he was behind on mortgage payments. He said no, he was current. My next question was: “Then why do you want to sell short?”      He told me that his hours at work ...

 Discussion:  If you do something for the prospect, make sure they give you something in return.  Use the words in this order:  “If I … will you ...?”  Ask them, “If I can (overcome their objection), will you (sign the listing today, sign the buyer brokerage agreement, place an offer, ...

Discussion:  Words are only words.  Replace their “objection” word with a synonym.  Change the word and you change the meaning.  If your prospect uses the word “worry”, when you repeat the objection to them, use the word “concern” to replace “worry.”  Prospect:  ...

Discussion:  Before you meet with your prospects, research the applicable market.  Unless you have some good information to share, do not ask them to tell you about the neighborhood.  You may appear incompetent.  But if they just start talking, let them do it, and take good notes.  At a minimum, you should have a few ...