If I could not persuade him we would be able to provide him with the highest quality of assistance, I would disengage the appointment and refer him to another agent in the office who was willing to provide the service he felt he needed. In the second section of the buyer interview we would present the benefits of service. At this point we shared with them services that we provided to the buyer. We had these services on a written form for the buyer. We could then show him the services and benefits he would receive from working with us.
People make decision in the selling process based on emotion and the benefits they receive.
If you don t show them their specific benefits, they will not buy. The benefit to you is that you will be one of the first people to see a new home on the market. Since the best values sell within days, we feel that it is crucial for you to see the homes first. The last service we listed was the seller actually pays our fee. The buyer would receive all these services and benefits free of charge.