How to Present an Offer to your Seller (Don't Screw This Up)

Schedule Free Coaching Consultation

All right. So here's what I do. This is a scheduled event too. Okay. So a couple of things. Let me start at the beginning. You never say the O word until you have the offer in writing. Do not, do not tell your seller... You hang up with a phone call. "Hey Bob. My buyer loved the house. We're going to be submitting you an offer." Do not call the seller and say, "Hey, we've got an offer on the way." Just, it's a huge, massive mistake. You guys know how flakey buyers are. They're hot when they're there. I see all you guys shaking your heads right now. They're hot when they're there. "Oh my gosh. Beverly, I love this house. It's the best." They call you an hour later. "Oh, we decided against it. That thing sucks." And now you set your seller up with all this excitement, and there's nothing to be had. So we don't talk about offers until that thing is in your inbox. Okay. So that's number one, then number two, watch this.

When you have the offer, I tell the seller, "Hey, I just hung up with an agent that showed the property. It seems as though we may get an offer," I already have the offer, so I do what other agents do backwards. We may be getting an offer. Well, why do I do that, instead of just telling them? Because I want to hold the leverage in that relationship with my seller. So I want them to be a little bit excited. I say, "Hey, so Mike likes that. Mike Edward likes that," so then I schedule some time. "Hey, what I'd like to do is, assuming that this thing comes through, I'd like to call you and go through the details with you at X time. Will that work?" This is a scheduled appointment. Do not try to call them out of the blue because you're going to catch your seller in a frantic state. They're not going to be in the state of mind. They're not going to be able to communicate. You cannot call them out of the blue. "Hey Bob, what's going on? Oh, I got an offer. Can you go through it right now?" Aw, geez, they're excited, they want to talk about it. Don't do that either. So we set the expectation. We schedule a call. Okay. And then what I do is, I send them an email, not with the contracts, I send them an email with the offer highlights.

So I have an offer checklist that I complete and I send that to my client as a PDF. So it's got all the outlines of the offer. Okay. So then they have that in email. I send it to them... By the way, I don't send it to them hours before. Why don't I do that? I'm going to ask Dominic. Let's unmute Dominic and ask him. I like putting people on the spot that I think are sleeping. I'm just kidding, Dom. So you send it to them right before we got out of the conversation. That's right. Yeah. So they don't have too much time to think about it, right? You got it. Dominic nailed it. I need them to have a visual, but if I get the offer in the morning and I'm going to call them at two o'clock, I don't need them to get all riled up and excited about one part of the offer they didn't like, it's like, "Screw those buyers. I'm not... What the hell? I'm not accepting that thing." We don't want that, but we want the visual. So as I'm going through it with them on the phone, or during the Zoom, and I'm doing a screen share, they can look at what I'm talking about. And then it gives me the chance to explain so that I can keep their emotions in check.

Okay. So now that I've done all of those things, we're going to go back to one thing, ladies and gentlemen. "Well, Beverly, what do you think I should do? Tom, what do you think I should do? Depo, what do you think I should do?" So let me ask Joe Bennett, let's get him off. He's driving. He looks like a celebrity. Look at him, such a cool cat. So we're going to bring him on, go ahead and unmute your... Oh, he's driving. I don't want to get him in an accident. That would be bad. Let me ask Tasha. Let's unmute Tasha. Sorry, Colton. So, how do we base our offer recommendations? It's on something we talk about all the time. How do- So, watch this. Watch. Okay. So, you have an offer for your seller and you go through all the details and they say, "Well, Tasha, what do you think we should do?" Before you respond, what are we basing that off of? What is the baseline? I don't know. I'm not sure what you mean by that. I'm sorry. That's okay. That's why we're doing this. So just like listing property often also are correlated to days on market. Okay? Okay. Okay. Well, the seller says, "Okay, well, Brandon, that seems great. What do you think I should do?" Well, if it's low days on market, my recommendation will be different than if they've been on the market for six months, right? Yeah, okay. Makes sense?

Meet Your Mentor:
Brandon Mulrenin
Read About Brandon and Reverse Selling

Contact reverse selling.

We welcome you to contact us for more information about any of our products or services

Schedule a Free Coaching Call

How to Handle The 4 MOST Common Real Estate Seller Objections

In this video, I'll teach you how to handle the 4 most common real estate seller objections.

21 minutes

How To Get Your Buyer's Offer Accepted In A Sellers Market

In this video, I'll teach you how to get your buyer's offer accepted in a sellers market as a real estate agent.

17 minutes

How to Get PROBATE LISTINGS from Probate Attorneys

In this video, we also talked about the probate real estate process and how you can be an expert probate real estate agent.

23 minutes

How to Get Listings in Real Estate in a LOW INVENTORY Market!

In this video, I show you how to get listings in real estate in a low inventory market like we're in right now!

18 minutes

Brandon Mulrenin

Brandon Mulrenin, founder and CEO of reverseselling.com has dedicated his life’s work to the study of human behavior and communication.

He began his sales career in the mortgage industry as a mortgage loan officer with Quicken Loans in Detroit. He worked his way up the corporate ladder to become the AVP of Quicken Loans’ preferred real estate partner, Rocket Homes, formerly, In-House Realty.

Brandon then decided to go out on his own and built his real estate sales business to the point where he was listing and selling over 100 homes a year with one assistant and one buyers agent. Brandon’s success was quickly recognized as he awarded the #1 listing agent for Keller Williams Premier in 2014. It was during this time that Brandon began to train other real estate agents all over the world with his reverse selling system.

Then in 2018, Brandon launched his own independent real estate brokerage firm in Metro Detroit, Michigan which has quickly become one of the fastest growing real estate companies in the entire state.

Brandon is now the managing CEO of four entities: Brookstone Realtors, National Mortgage Funding, Maximus Title Agency, and reverseselling.com

x

Contact Reverse selling

Download The Reverse Selling Script Book For Free! Get The BEST Scripts For Effective Real Estate Prospecting.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
x