When it comes to sellers, money talks. What if I could show you a list of potentially motivated sellers if the price was right?
With Zillow’s “Make Me Move” feature, people post their home and the price they’d be willing to sell for. It’s up to you to mine the data and find out if they’re within the realm of justification.
Check out the content below for an overview of how to find this low hanging fruit and scripts on how to position yourself when prospecting.
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Going for the Listing Appointment
One rock star agent used this exact wording and ended up with 3 listing TAKEN out of 20 calls.
“Hey there, this is _____ with RE/MAX. I was calling/stopping by because I saw your home listed as a “Make Me Move” on Zillow for $____.
It looks like your property is listed right in the range of a fair market value/there is a shortage of inventory in your area. I was hoping I could come by, check out the property, and show you how I can help you get that number.
Great, what would be better for you – (day and time) or (day and time)?”
A More Indirect Approach
For a more indirect approach, treat it the same way you would a FSBO. Make no sales pitch and come from contribution with items of value. This usually takes more nurturing but can help you fly in under the radar and has proven to be extremely effective.
“Hey there, this is _____ with RE/MAX. I was calling/stopping by because I saw your home listed as a “Make Me Move” on Zillow.
I do a lot of work in the area and would love to stop by for 10 minutes to see if your home meets the needs of any of my buyers. I always like to keep up with the listing inventory…
Great, what would be better for you – (day and time) or (day and time)?”
While there, remain curious and genuinely excited about their home but make no sales pitch unless they initiate that conversation. You are there to establish a relationship and provide an item of value.
On the way out, nonchalantly give them a Seller’s Disclosure. “Here you go. Just so you know, you’re required by Texas law to provide a buyer with this information. I wanted to make sure to keep you out of hot water and give you everything you need for when it comes time to sell.”
The whole point is to make them self realize what they don’t know and that they need a pro to help with their home sale.
Ask permission to follow up weekly/monthly and do so religiously. With every interaction, stay curious and provide an item of value based off their pain points. The money is in the follow up. It may take 4-6 interactions but if they’re truly motivated to sell, doing business with you will be a no brainer.
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