Seller Objections

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Author:
styles3000
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182690
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Seller Objections
Updated:
2012-11-09 14:56:16
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Seller Objections
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These are the typical Objections you get from a Seller.
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  1. What
    does your company do?
    • Our company does a wide variety of things based on each individual
    • real estate situation. We buy a lot of properties in the area that
    • need work and we also purchase a lot of nicer homes from people who
    • don’t want to deal with paying hefty realtor commissions. We can
    • make you an offer in the next 24 to 48 hours on your home and we can
    • close on your timeline. There are also many other benefits to working
    • with us. To start the process all I have to do is gather is some
    • basic information about the property. Do you have a property that you
    • are looking to sell?
  2. How can
    you buy a house in 9 days?
    • Well, most of the
    • time we are cash buyers and all we would have to do is a title search
    • and prepare the paperwork and we can close in that timeframe. We move
    • very quickly if need be although not everyone has to sell their house
    • in this short of a time frame. In fact, most people need a little
    • more time, but if you did have to move quickly we can do it. Let me
    • ask you this…how quickly do you need to sell your house?
  3. You
    sent me a letter how did you get my information?
    • Actually that is a
    • very good question. First of all there is no need to be concerned.
    • All the information we get is from public record down at town hall.
    • What we do is purchase properties from private individuals like
    • yourself. Just think of us as a cheaper and more efficient way to
    • sell your house as opposed to using a Realtor. Do you have a house
    • you are looking to sell right now?
  4. Is your
    company just going to lowball me?
    • No. Every piece of
    • real estate is unique so what we do is evaluate the property, the
    • area that it is in, and make you an offer directly and you don’t
    • have to pay any commissions. What we do is purchase properties from
    • private individuals like yourself. Just think of us as a cheaper and
    • more efficient way to sell your house as opposed to using a Realtor.
    • Do you have a house you are looking to sell right now?
  5. I don’t
    feel comfortable giving you my personal information?
    • I understand your
    • concern…because we have not met and you do not know me personally.
    • First, I want you to know that any information you give me is
    • confidential and secondly the only information I will need is basic
    • information that most people could gather from public record anyways.


    • Let’s take a step
    • back and why don’t I give you a little more information about my
    • company so that you feel a little bit more comfortable with who you
    • speaking with. Is that okay?


    Elevator pitch
  6. The
    house doesn’t need much work it is in perfect condition.
    • Great…it sounds
    • nice. Let me ask you this…if you were to stay there for the next 5
    • years is there anything you would do, even minor changes, to really
    • make the house a home?
  7. I don’t
    want to tell you how much I owe on the house it is none of your
    business?
    • I understand your
    • concern, however you must know that our company is very serious about
    • buying homes and we get at least 5 to 6 calls every single day from
    • sellers who are having trouble selling their homes. The reason we
    • need this information is so that we can make you the best offer
    • possible on your home. Sometimes, we can make you two offers. One
    • which is a cash offer and the other one where by we take over the
    • mortgage. Having options is not a bad thing let me tell you….so
    • that’s all. It just helps us get you an offer quicker. So do you
    • have one or two mortgages Mr./Mrs. ___________?
  8. I still
    don’t see why giving you my mortgage information is relevant?
    • I definitely hear
    • you Mr/Mrs ___________, however I want you to know that all your
    • mortgage information is public record and could be found out very
    • easily with a trip to town hall. That being said the only reason I
    • need it is so I can make you multiple offers because sometimes your
    • mortgage can be taken over and I can even offer you a little more for
    • the property depending on the situation. I don’t think you would
    • object to getting multiple offers on your house would you?
  9. I am
    not giving you a price…you make me an offer on the property?
    • I understand your
    • concern, however you must know that our company is very serious about
    • buying homes and we get at least 5 to 6 calls every single day from
    • sellers who are having trouble selling their homes in today’s
    • market. Just because we are so busy there is no way we can make
    • offers on everything so that is why we get some basic information
    • just to make sure we are in the same ball park. Why don’t you just
    • give me a ballpark figure of what you would be looking for just so we
    • have a starting point?
  10. I am a
    little apprehensive about you just coming to my house because I don’t
    know you?
    • I understand your
    • concern, so let me give you a little more information about our
    • company because I know you will feel much more comfortable then. Our
    • company is very established and has a great reputation in the
    • community. We have been in business for ______ number of years and
    • have a stellar reputation with our past customers.


    • I personally am part
    • of many charitable organizations as well as the local chamber of
    • commerce. Plus, Mr/Mrs. __________, what we do is definitely not out
    • of the ordinary. Anybody looking to buy your house or any Realtor
    • looking to list your house would have to see your house and meet with
    • you. I assume you expected this so meeting me at the house is
    • definitely not out of the ordinary.


    • Why don’t we do
    • this? Let’s set an appointment to meet and I will give you a couple
    • references you can call in between now and then that I know will make
    • you feel more comfortable with meet me. How’s that sound?
  11. I can’t
    meet at the house today or tomorrow…does next week work?
    • Ooooh…unfortunately,
    • next week is crazy busy. Is there any way you can squeeze me in later
    • tonight. It won’t take too long at all to meet with me. At least we
    • can get the discussions started and I could possibly even have an
    • offer in your hand by tonight. How does that sound?
  12. I got
    an appraisal on the property for so much more than you are quoting
    me.
    • I am not surprised
    • and I definitely understand your concern. I know a lot of sellers get
    • appraisals when they are trying to refinance or see what their
    • options are. I actually did this recently and had an appraiser come
    • in and I really had him push the value as much as possible to try and
    • get as much money out as possible.


    • Now as you know an
    • appraisal can me pushed and is often times very high. If you really
    • look at our offer versus the alternative of holding onto your house
    • for the next 6 months, paying ALL those mortgage payments, and then a
    • heft commission on top of that our offer is not too far off what you
    • MIGHT get on the open market?
  13. A
    realtor told me I could get a lot more for my property.
    • I am not surprised
    • and I definitely understand your concern. I know a lot of sellers
    • meet with Realtors who come in and make some pretty bold promises
    • just to get the listing. Remember, often Realtors tell you what they
    • think you want to hear with the intention of securing the listing.
    • Then three months later after they haven’t sold the property they
    • ask you to make some major price reductions.


    • If you really look
    • at our offer versus the alternative of holding onto your house for
    • the next 6 months, paying ALL those mortgage payments, and then a
    • heft commission on top of that our offer is not too far off…wouldn’t
    • you agree?
  14. So how
    does this process work?

    Do you
    need to see the house first?
    • I am glad you asked.
    • The process is pretty straight forward. The first thing we should do
    • is take a quick tour of the house together so I can get a feel for
    • what it looks like and what type of work it needs. If there is
    • anything that needs work no matter how large or small I definitely
    • want you to point it out. And don’t be afraid I have seen it all
    • before.


    • Then we will sit
    • down at the kitchen table and we can talk more about your situation
    • and hopefully we can come up with a win-win situation.
  15. I am
    just in the beginning phases of selling my house and not even ready
    to discuss a contract yet?
    • I understand your
    • concern. What do you think is holding you back from being able to
    • make a decision?


    • Well as you know I
    • do have other offers out on other properties so I would have to at
    • least nail something down pretty quickly otherwise you might risk
    • losing my offer. Unfortunately, I only have so much capital to work
    • with. What I commonly do in this situation is agree to the terms and
    • the price and then I would be happy to give to make our agreement
    • upon a two day review if that suits you better. At least that would
    • let me get the process started, pull a couple of my other offers, and
    • with absolutely no commitment or risk from you. I assume that may
    • ease your mind am I correct?
  16. I need
    the money for the down payment on my next house?
    • Well how much do you
    • plan on putting down? And how soon will you need to put this money
    • down? Huh…well what if we could give you some money now in order to
    • have enough for a down payment and create a mortgage on the property
    • which we would pay off within a couple of years. That would be great
    • for you because you would receive interest on your money in a lump
    • sum and it would be great for us because we could close on the
    • property quickly, which is what you want isn’t it.
  17. How can
    I start rebuilding my credit?
    • The first thing to
    • do is to get this problem solved as quickly as possible and get these
    • back payments paid off. It is our policy to work with all of our
    • clients who are in foreclosure get back on their feet after they sell
    • us their house. In fact, we have helped numerous people improve their
    • credit and qualify for one of our houses that we are selling in the
    • area. We sell a lot of homes on a rent to own situation to people
    • just like you who need to improve their credit, but also want to own
    • a home and that is ultimately what you want isn’t it?
  18. How do
    you assist me with moving?
    • I am glad you asked.
    • Well, it’s pretty simple actually. What I can do is two things.


    • First, I can help
    • put together a list of all apartments that fit the criteria of what
    • you desire and then either assist you in the process of finding one.
    • Even better than that is we can even find an agent who works on your
    • behalf to find a place to live. The best part is that the landlord is
    • the one who pays the agent so they work for free.


    • Second, when you
    • decide to go forward with everything I would be more than happy to
    • work with you to make sure your move is a pleasant one. ***(All terms
    • here are negotiable depending on how much or how bad you want this
    • deal.)
  19. How do
    you help me negotiate some of my debt?
    • I am glad you asked.
    • It’s pretty simple actually. What we do is contact your creditors
    • on your behalf and then I present offers to them for 10 to 50 cents
    • on the dollar. This does take me an ENORMOUS amount of time and is a
    • huge benefit of working with us, and I will definitely do this for
    • you if we can come to terms on the price which I know we will.
  20. I’m
    going to list my house with a Realtor because they can get me more
    money?
    • I definitely
    • understand your concern. I know a lot of sellers meet with Realtors
    • who come in and make some pretty bold promises just to get the
    • listing. Remember, often Realtors tell you what they think you want
    • to hear with the intention of securing the listing. Then three months
    • later after they haven’t sold the property they ask you to make
    • some major price reductions.


    • If you really look
    • at our offer versus the alternative of holding onto your house for
    • the next 6 months, paying ALL those mortgage payments, and then a
    • hefty commission on top of that our offer is not too far off…wouldn’t
    • you agree?
  21. But my
    neighbor’s house down the street sold for so much more?
    • I understand your
    • concern? However, there are many factors that go into the value of a
    • house. In fact, I know based on my research for this neighborhood
    • that my offer is more than reasonable considering the terrible
    • conditions of the market.
  22. But I
    have so much more equity in my house than you are offering me?
    • I understand your
    • concern…however, if you consider all the costs associated with
    • selling your house you would realize that this is a pretty fair
    • offer. Have you ever considered how much money it is going to be to
    • repair/update this house in order to get it sold to today’s very
    • demanding buyers. Not to mention the holding costs of the house that
    • we will accumulate while we try and market it and sell it.
    • Additionally, a lot of the retail buyers we deal with want a bargain
    • and usually take a long time to qualify for financing. Let me ask you
    • this have you ever heard of some of the horror stories of selling
    • houses when the buyer is having trouble trying to obtain financing?
    • Well, let me tell you it eats up profit quickly!
  23. You are
    making so much money on this deal?
    • Well it would appear
    • that we are…however have you ever considered how much money it is
    • going to be to repair/update this house in order to get it sold to
    • today’s very demanding buyers. Not to mention the holding costs of
    • the house that we will accumulate while we try and market it and sell
    • it. Additionally, a lot of the retail buyers we deal with want a
    • bargain and usually take a long time to qualify for financing. Let me
    • ask you this have you ever heard of some of the horror stories of
    • selling houses when the buyer is having trouble trying to obtain
    • financing? Well, let me tell you it eats up profit quickly!
  24. Let me
    talk it over with my family?
    • Not a problem…is
    • there something that is holding you back right now?


    • Well, what we
    • normally do is get the paperwork going and we can make the offer
    • completely contingent upon you speaking with your family. The
    • agreement is non-binding during this period, but at least it saves
    • time from the attorney/title company’s standpoint.


    • When you are ready
    • to go forward after speaking to your family we will call the
    • attorney/title company to tell them to get everything going. If you
    • decide against it we can rip the contract up and I can go on my way.
    • I am assuming you would like to save some time while you and your
    • family talk it over…
  25. But
    aren’t you going to resell it for a profit?
    • Our company does
    • make a profit when sell it to our first time homebuyer down the
    • road…however, we do have a lot of costs associated with acquiring
    • the home, updating and repairing anything that needs to be fixed, and
    • the holding cost until we find a family to buy it. Let me ask you
    • this do you have the money and the time to prepare your home for
    • resale?
  26. have a
    friend in the business who is going to take care of the problem for
    me?
    • Great…however, let
    • me ask you this are you 100 percent sure that your friend has the
    • financial capability to do this and can close quickly? I know the
    • quicker you can take care of the problem the more money you will
    • save… and obviously you don’t want to tarnish your credit anymore
    • do you? I have helped many people before get out of a jam when they
    • thought their friend was going to come through for them and you do
    • want to get out of this problem as soon as you can don’t you?
  27. I have
    had several offers from other people for more money than you are
    offering?
    • Great…let me ask
    • you this…do you know 100% for sure that your buyer has the
    • financially capability to close because I would hate to see this drag
    • out a couple of months only to find out that your buyer can’t
    • qualify, and I know you don’t want this do you? Let me ask you
    • this…if I dropped off a contract with a proof of funds showing you
    • we can close in cash and can close in a week it would be pretty
    • appealing wouldn’t it?
  28. You are
    a little too aggressive for me?
    • You are exactly
    • right…but I know the people at your bank and mortgage company are
    • exactly the same way…and I know you will feel safe knowing that
    • there is someone on your side who will fight for you and be very
    • assertive when dealing with these people wouldn’t you agree?
  29. I am
    not ready to sign a contract now?
    • Not a problem…is
    • there something that is holding you back right now?


    • Well, what we
    • normally do is get the paperwork going and we can make the offer
    • completely contingent upon you speaking with your family. The
    • agreement is non-binding during this period, but at least it saves
    • time from the attorney/title company’s standpoint.


    • When you are ready
    • to go forward after speaking to your family we will call the
    • attorney/title company to tell them to get everything going. If you
    • decide against it we can rip the contract up and I can go on my way.
    • I am assuming you would like to save some time while you and your
    • family talk it over…
  30. I want
    to have my attorney/family member look over the deal first?
    • Not a problem…is
    • there something that is holding you back right now?


    • Well, what we
    • normally do is get the paperwork going and we can make the offer
    • completely contingent upon you speaking with your family. The
    • agreement is non-binding during this period, but at least it saves
    • time from the attorney/title company’s standpoint.


    • When you are ready
    • to go forward after speaking to your family we will call the
    • attorney/title company to tell them to get everything going. If you
    • decide against it we can rip the contract up and I can go on my way.
    • I am assuming you would like to save some time while you and your
    • family talk it over…
  31. I want
    to meet with a couple other investors before I make a decision?
    • I understand
    • completely. Do you mind me asking what if anything is holding you
    • back right now from going forward with me?


    • Well as you know I
    • do have other offers out on other properties so I would have to at
    • least nail something down pretty quickly otherwise you might risk
    • losing my offer. Unfortunately, I only have so much capital to work
    • with. What I commonly do in this situation is agree to the terms and
    • the price and then I would be happy to give to make our agreement
    • upon a two day review if that suits you better. At least that would
    • let me get the process started, pull a couple of my other offers and
    • with absolutely no commitment or risk from you. I assume that may
    • ease your mind am I correct?
  32. I was
    expecting a larger down payment?
    • I understand your
    • concern Mr./Mrs. ___________. I would like you to know that I am not
    • here to waste your time and the deposit is just a mere formality to
    • get the agreement moving forward. What I will do is even better and I
    • know it will make you feel more comfortable.


    • After we are done
    • with this agreement I will be happy to send you over a proof of
    • funds/financing for the whole amount so that you have more comfort. I
    • would prefer to leave the deposit as is because it is merely a
    • formality to getting things going. I assume that is okay with you
    • too?
  33. I want
    a quicker closing date?
    • Well, we can discuss
    • that, however, have you really thought about everything you have to
    • do in between now and the closing date to get ready for the move?
    • Usually people need a lot more time than EVEN what we are agreeing
    • upon right now.


    • Most sellers I have
    • dealt usually do not allot themselves enough time so that is why I
    • think this date is perfect….wouldn’t you agree?


    • This way you are not
    • rushed and besides I am pretty darn busy as well…
  34. I want
    you to give me the option to back out if I choose to?
    • Do you really think
    • you would back out Mr./Mrs. _______________ because if that is the
    • case then this may not be a good fit. We do need some sort of
    • commitment on your part because we spend quite a bit of time and
    • money putting everything together.


    • What are the reasons
    • you might be thinking this way?
  35. You
    have to remove all contingencies from the contract?
    • I understand you
    • concern, however I would never do this because what if the house were
    • to burn down or something. We will always do what we say, however
    • there are crazy things that could happen in between now and the date
    • we close and we have to protect ourselves against as well.


    • There is nothing to
    • be concerned about because we are of course closing on the property
    • and meeting your first goal which is to sell and make money.
  36. I don’t
    want to do a short sale on my property?
    • I completely
    • understand your concern. Your situation is definitely not unique in
    • today’s market because most homeowners would rather not go through
    • the process. Unfortunately, because values have dropped so much in
    • this area your home is worth LESS than what you owe making it
    • impossible to sell your house without doing a short sale. You really
    • don’t have much of a choice because it is either work with me on
    • the short sale or you lose the house and would still have the
    • possibility of owing money to the bank even after you lose the house.
    • That is called a deficiency judgment and that is the last thing you
    • want.


    • You shouldn’t have
    • any fear though because I will work directly with you and the bank
    • every step of the way. Hundreds of thousands of people are going
    • through this process right now throughout the country so it is a very
    • common process. Here is what we need to do to start the process…
  37. I want
    cash out of the deal if we do a short sale?
    • I understand your
    • point of view. However, when the bank decides to reduce their payoff
    • amount they will require that you receive no money at closing. I know
    • this doesn’t necessarily sound appealing, however it is much better
    • than the alternative which is the possibility of losing your home and
    • still owing the bank money. That is called a deficiency judgment and
    • that is the last thing you want.


    • We will work with
    • you of course to make sure that you receive some moving money which
    • we can discuss when I meet you in person. Our first goal though is to
    • get you out of foreclosure without having a deficiency judgment
    • against you. Here is what we need to do to start the process…
  38. I am
    going to just declare bankruptcy?
    • Well, I can
    • understand why you would want to do this…however, what type of
    • bankruptcy are you going to file?


    • Do you realize that
    • this does not mean you will not have to make up these back payments
    • at a later date and that it ultimately only delays the problem? Let
    • me show you how you can solve this problem once and for all because
    • ultimately this is what you want isn’t it?
  39. My
    mortgage broker said he is going to be able to refinance my loan?
    • Great…did your
    • mortgage broker pre-approve you or have you actually signed the
    • paperwork for a new loan? Well…unfortunately I am brutally honest
    • with all of my clients because that is always in their best
    • interest…and in this case I know all mortgage brokers give out
    • pre-approvals to anyone who applies and later on when they run your
    • credit find out that they can’t do the loan. Meanwhile, they drag
    • you through the mud and leave you out in the cold when the sale date
    • rolls around. And in the slim chance that you can qualify for the
    • loan it will be a sub-prime loan at a very high interest rate that
    • will make your payment even higher than before you went into
    • foreclosure and that’s not what you want is it?


    • Let me ask you
    • this…how much do you owe currently? And what do you think your
    • house is worth? Well, do you know that 99% of the time mortgage
    • brokers can’t get you refinanced if your loan to value ratio is
    • greater than 70% and with the amount you owe and what your house is
    • worth it will be virtually impossible to do this and you can’t
    • afford to be led on anymore in this type of situation can you?
  40. Can’t
    you just buy my house and rent it back to me?
    • Well…it is our
    • policy not to do this because 85% of people that do default on their
    • payments and end up being evicted and I do not want to do this to
    • you. However, I can find another investor who would be willing to buy
    • the house from me and do this is this something that is absolutely
    • necessary for you because we don’t usually like to do this?
  41. I am
    going to list it with a Realtor and get it sold for more?
    • You’re going to
    • list your house with a Realtor? When is the sale date on the
    • foreclosure? Do you realize…that if your listing agent got a
    • contract on your house today, it will take at least 30 to 45 days to
    • close?


    • Your sale date is
    • before that. So you can see that listing it with an agent right now
    • is not really an option, unless you are willing to sell it at about
    • 70% of the market value and even then it will take at least 30 days
    • to close because of the title policy. Let’s work together so we can
    • get this deal closed and you can move on with your life, because that
    • is what you want correct?
  42. Another
    investor offered me so much more?
    • Great what is it
    • about their offer that you didn’t like? Did you get any references
    • from this investor because I have seen to many investors make
    • promises they can’t keep and then right before closing they beat
    • you down on the price because you don’t have any other options and
    • you wouldn’t want that to happen to you would you? Good, let me
    • provide you some phone numbers of our past clients who will tell you
    • first hand that we do exactly what we promise to do and isn’t that
    • something you would expect from a professional company who deals with
    • these types of issues on a daily basis.
  43. How did
    you get my information?
    • Actually that is a
    • very good question. First of all there is no need to be concerned.
    • All the information we get is from public record down at town hall.
    • What we do is consult with people who are in pre-foreclosure and
    • present them with different viable options. It can’t hurt to have a
    • 10 minute conversation with me because our company has helped a lot
    • of people in similar situations. I am assuming a short conversation
    • can hurt…
  44. I am
    not in foreclosure?
    • I do apologize. Were
    • you a couple months behind on your payments recently?


    • What did you do to
    • correct the situation?


    • The reason I ask is
    • because my company works specifically with homeowners who are behind
    • on payments. What we do is help educate homeowners about their
    • situation so they can make the best financial decisions possible.
  45. I don’t
    want to talk with you about it?
    • I completely
    • understand your frustration and anger. I will tell you that it does
    • not hurt to have a very quick 10 minute conversation with me because
    • it could be the most important conversation you need to have at this
    • time.


    • What we do is
    • consult with people who are in pre-foreclosure, educate them, and
    • then present different viable options. It really can’t hurt to have
    • a 10 minute conversation with me because our company has helped a lot
    • of people in similar situations. I am assuming a short conversation
    • can hurt…
  46. I don’t
    have time to talk about this?
    • I completely
    • understand your lack of time because we are all very busy. What I can
    • tell you is that it will only take 10 minutes and it could be one of
    • the most important conversations you need to have at this time. What
    • we do is consult with people who are in pre-foreclosure and present
    • them with different viable options. It really can’t hurt to have a
    • 10 minute conversation with me because our company has helped a lot
    • of people in similar situations. I am assuming a short conversation
    • can hurt…
  47. I am
    sick and tired of dealing with people like you?
    • I completely
    • understand this because I don’t necessarily like doing
    • this…however…let me ask you this…why haven’t you considered
    • working with anyone yet to solve this problem? And the difference
    • between my company and these other people is that our company has
    • helped over 100 people just like yourself and ultimately you do want
    • a solution to this problem, don’t you?
  48. I have
    already taken care of the problem?
    • Great…how did you
    • take care of the problem because I have a couple solutions to your
    • problem that may have netted you more money and that is what you want
    • isn’t it?

What would you like to do?

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