What does a listing presentation with a distressed homeowner sound like?

What does a listing presentation with a distressed homeowner sound like?

 

Published by Keller Williams Realtyon January 26, 2012in Distressed Property, Real Estate Education, Script and Short Sale. 0 Comments

 

Tags: Ryan Overmyer.

 

WE ASKED Ryan Overmyer!

 

What does a listing presentation with a distressed homeowner sound like?

 

The listing presentation is a two step process. First we do an initial over-the-phone qualification. If the projected terms are acceptable to the borrower(s) we then schedule an in-office appointment with borrower(s) for a final review and to sign documents. I have them sign anything and everything we could ever need. We also schedule a convenient time for the photographer to visit their home.

 

By the end of the initial call sellers feel so comfortable even after such a short conversation because I’m usually able to tell them what the exact terms and/or outcomes of their short sale will most likely be. I’m able to do this because I speak with so many banks so often. Also be prepared to field questions about credit, a timeline and their individual financial circumstances.

 

Script: Initial Over-the-Phone prequalification

 

Seller: I’m interested in receiving more information on how a short sale might be a good option for me.

 

Agent: Certainly. Would it be OK if I asked you a few quick questions that will help me answer YOUR questions a little more accurately?

 

What do you think your home is currently worth?

 

Deal Breaker for Overmyer: An anticipated sales price of under $100K.

 

How would you rate your home’s current physical condition?

 

Deal Breaker for Overymyer: Poor condition.

 

Who is/are your lien holder(s)?

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