Lawyers and other debaters are trained to take both sides of an argument. In Psychology; when a patient is early, they're anxious; when on time, they're obsessive and when late, they're resisting. Realtors are trained to handle objections by first acknowledging them, then praising the objector(s) and their question, and finally spinning the answer toward the sale. Thus the joke, "How can you tell if a salesman is lying?"
Realtors have expressed much concern, ridicule and suspiciousness about Zillow and its home value estimates, called Zestimates. All the great Real Estate Success Coaches (Mike Ferry et. al.) preach scripts, to the point of saying: "The unscripted life is not worth living", "I script therefore I am" and "My scripts are better than your scripts."
As a service to all Realtors, especially those who haven't visited their Success Coach's Web site lately (for The Top 3 Zillow Zestimate Objection Handlers) or haven't paid their monthly coaching fee; I offer these guaranteed success scripts for your clients whose Zillow Zestimates are "Higher or Lower"; and "The Same As" your CMA:
- For CMA's Higher or Lower than the Zillow Zestimate: It's so great you folks took the time and effort to check out your home's value. It shows the highest level of interest, intelligence and concern with our whole process. I've never had a couple work so hard with their home search. I've never had a couple become so truly involved in finding their perfect home. When we work together, I'm sure your search will be a great success. We'll find exactly the right home for you, the home of your dreams. And Zillow uses their computers, all the way out in Seattle; with all their second hand data and out of date information. There's no way they can know the local market like a Realtor. That's why I'm here, right? We have a code of Ethics, too. Here are my comparables showing the true market value of your home.....Sign the contract.
- For CMA's The Same As the Zillow Zestimate: It's so great you folks took the time and effort to check out your home's value. It shows the highest level of interest, intelligence and concern with our whole process. I've never had a couple work so hard with their home search. I've never had a couple become so truly involved in finding their perfect home. When we work together, I'm sure your search will be a great success. We'll find exactly the right home for you, the home of your dreams. And Zillow has the most powerful, up to date and cutting edge Real Estate computers and software. They process tons of the most current Real Estate data and property information. They come up with the most specific, accurate and on-target property estimates. I'm so sure of our estimate, we won't have to look at any of the many comparable homes I diligently researched just for you.....Sign the contract.
Do you have any suggestions to Realtors for Zillow Zestimate Objection Handlers?
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