Script-Starters: When Clients Push Back… RPR has Yours

Does client skepticism have you scrambling for the right words?

When your expertise is questioned or your value proposition stalls the deal, it’s tough to stay on track. But with RPR (Realtors Property Resource) in your toolkit, you’ll always have data-backed answers to win them over.

Here are some common client pushback questions and statements, and how you can use RPR to reply to them…

Countering Online Estimates

“Wait a second, I know my home’s worth _______”:

This is one of the most common comments listing agents deal with day in and day out. Homeowners keep a close eye on their neighbor’s home values and how much they sell for. They feel, often strongly, that their home is of equal (or more) value for a variety of reasons. But the truth is, they might be relying on outdated online estimates or have an emotional attachment inflating their price expectation.

Here’s your scripted reply:

“I understand you’ve looked at online estimates… and that’s a great starting point. But I have a special resource that allows me to dig much deeper into the data. We’ll look at recent sales of truly comparable homes, not just a computer algorithm. This ensures your pricing is both realistic and competitive.”

RPR’s CMA tools give you everything you need to pull comps and put together on-target pricing recommendations. If you haven’t already done so, sign up and attend this free RPR CMA webinar.

“An online estimate told us our house is worth more than you’re saying.”

Many consumers seek out online home listing sites when they start to look for homes or do research on how much they think their home is worth.

And some have catchy names that homeowners really gravitate to. And who wouldn’t want to see an inflated price for their home? However, online value algorithms can often be way off mark and very deceiving when it comes to making sound real estate decisions. It is a place to start when looking for homes, but it most certainly does not replace an experienced CMA or a professional appraisal.

Here’s your scripted reply:

Yes, I understand that you may have seen your home online and you’re happy with the number you saw. But are you familiar with how online AVMs work? They use general sales data and public records but don’t consider your home’s condition or recent upgrades.

“I will provide you with more accurate data, and I can show you recent sales in the area for a clearer picture. I will build you a professional CMA using proprietary REALTOR® tools and data. This will help us find the perfect way to price your home.”

RPR’s home pricing valuation tools and data are second to none. Coupled with your local market experience and insight, you’ll be able to push back yourself on off-the-mark online estimates. To sharpen your skills even further, take RPR’s advanced valuation webinar for tips and tricks on how to evaluate hard-to-price properties.

Emphasizing Market Expertise

“I can sell it myself…”

Just about every agent in the business has encountered at least one FSBO in their career. And although there are less FSBO transactions than previous decades, For Sale By Owners are still a stubborn bunch. They underestimate the complexities of marketing, negotiation and paperwork. And they fully subscribe to the “Put a sign in the ground and wait for the offers to roll in” philosophy of home selling. Here’s how to handle one with an assist from RPR…

Here’s your scripted reply:

“Selling a home in today’s market requires more than just putting up a listing or a sign. I constantly monitor local trends for things like median days on market and price adjustments. This lets us fine-tune your pricing and marketing as the market shifts and evolves.”

The RPR Residential Market Trends are your go-to source for hyper-local housing market data. Don’t miss out on the market insights that power smarter decisions. Here’s how to conduct in-depth market analysis by looking at extended time frames as they pertain to housing market data. This video tutorial, RPR Market Trends, will show you how to track stats and metrics over months or years to see how the market has evolved. Hover over the trendlines to pinpoint specific data points and make informed decisions, and then easily share this information with clients and prospects with a click or two.

The Value of Time and Negotiation

“All real estate professionals are the same…”

Oftentimes, and even more so thanks to the recent buyer commission litigation and settlements, consumers do not understand or grasp what they’re paying for. With this fee-focused mindset, they simply don’t see the value in paying a commission and push back accordingly.

Both buyers and sellers may not understand the different levels of service, expertise and resources offered.

Here’s your scripted reply for sellers:

“While selling yourself is possible, my network and market insights help me identify potential buyers who may be a great fit for your home. Plus, I handle complex negotiations every day, aiming to get you the best possible terms, not just a quick sale. “

Here’s your scripted reply for buyers:

“Negotiations can be tricky. I have access to in-depth market data to back up our offers. This means not just getting you a good price, but the right terms to save you even more in the long run.”

Use these script starters to prove your value to buyers and sellers. To dig even deeper into everything that RPR offers REALTORS®, be sure to check out these video tutorials in the RPR Learning Center.

New neighborhoods

“You haven’t sold any houses in our area.”

New agents hear this one quite a bit, especially ones with zero to a few closed transactions. Even veteran agents when they venture outside their “regular” neighborhoods can hear this criticism. And although you might not be familiar with who teaches second grade at the local elementary school, you can learn and know a lot about an area thanks to RPR.

Here’s your scripted reply:

“I understand your concern. You’ll be impressed by how quickly I’ve become an expert on your neighborhood. I have access to a special database with local neighborhood insights and pricing tools most people don’t have access to—such as the area’s walkability, vital metrics, and how neighborhoods stack up against each other. Let me show you how my expertise translates into the best possible outcome for your home sale.”

The data from RPR can really help you in your rebuttal. RPR Reports, especially the Neighborhood and School Reports, give you a plethora of information about the area and its surrounding area. This includes school scores, walkability, points of interest, shopping and restaurant proximity, and so much more.

You can also utilize the RPR Market Trends ScriptWriter to give you some insight as to how the market currently stands by searching for the neighborhood’s name or ZIP code. And here’s a nice cheat code: choose the “conversational” tone and the “Create Video Script” for your search area, and you’ll almost instantly be provided with a script that you can use to help craft your reply, as it gives you all kinds of stats that are local to this neighborhood. Use the video script created by AI to aid you in your scripted responses!

Prove your value and your worth using these RPR script starters

Clients can be hesitant, nervous or apprehensive in just about every phase of a transaction. And it can be for a variety of reasons, both personal (employment, overall financial situation) and external (interest rates, recession fears). Sometimes, they’re simply overwhelmed.

However, how you respond to the pushback is key to your success as a REALTOR®. It’s your job to remain cool and calm, and provide some clarity amongst the chaos.

Having these script-starters at your disposal is a smart way to be prepped for all types of questions and stop signs.

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  1. Kim May 16, 2024 at 9:07 am - Reply

    This is very helpful. Would you please publish scripts on how to handle seller and buyer questions regarding negotiable commission in our new world

    • Tara Savage May 16, 2024 at 9:52 am - Reply

      Offers of compensation to a buyers agent should be considered the same as other tools you use to sell your home, like correct pricing and making sure the home is in top condition. If you were to over price your house, or not prepare it for the market, it would make it very difficult to sell. The same goes for offering compensation to a buyers agent. Without it, the number of buyers interested in your home drops, and Realtors have no incentive to show or sell your home.

  2. Kinley Gatewood May 16, 2024 at 2:27 pm - Reply

    Please expand on your question? How have you been getting paid up to this point? Each state is so different on Real Estate.

  3. James Jock May 16, 2024 at 5:31 pm - Reply

    Part of my listing presentation includes an AVM sheet showing the value estimates from four different sites. That shows them pretty well why those values aren’t true to market value.

  4. eileen cline May 17, 2024 at 2:30 am - Reply

    missed the mark on the most current topic in town…as noted by agents above…scripts for buyers please

  5. Tracy Hoopingarner May 17, 2024 at 4:05 am - Reply

    Please apply a script that addresses the customer that believes that because there is a case against NAR that real estate agents to deserve the 3% to sell or buy a home.

  6. John R May 17, 2024 at 7:39 am - Reply

    Unlike the other comments. Thank you RPR for trying to help navigate through a difficult situation.

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