"The best agents are the ones who anticipate and prepare.

They are always ready for the "tough" situations that are common to the real estate profession."

They know the words that work!

There are some people who have "the gift". They always have the perfect reply to challenging or pointed questions.

The rest of us, however, typically think of the perfect thing to say- about 30 minutes AFTER they've left the situation. "I should've said THIS!" is an all to common feeling.

If you find youself in this second group, you have two choices: flounder your way through your carreer, or ANTICIPATE these situations and PREPARE what you'll do and say.

Regardless of how long you've been in real estate, you're going to encounter difficult people, and difficult situations. Now you can access 84 of the most common "tough" situations in real estate- along with expert strategy, dialogue and delivery to handle them!

Draw upon the wisdom and experience of highly successful agents- and turn those challenging scenarios into profitable closings.

Each of the 84 Tough Situations in this manual is clearly described, provides the strategy of how to approach it, and includes several examples of the actual words that work. With a little practice, you'll be ready for any TOUGH SITUATION, positioning yourself as an expert and dramatically enhancing your value to consumers!

And if you're not happy with this resource, there's a 100% money back guarantee- no questions asked.

You'll also receive the 3-hour audio companion, walking you through and demonstrating the exact dialogue for each of the 84 situations!

Listen from your home, car, even your iPod!

a Preview...
Situation #9	What to say to prevent a seller from asking you to cut your commission?
Audio clip (2:15) Make sure you provide a "Pre-Listing Packet" to impress the sellers and convey your capability, professionalism and value BEFORE giving your presentation. At the beginning of your presentation, say: The words that work “Mr. and Mrs. Seller, I'm sure you're aware that there are real estate agents in this area that will cut their fees in order to get your listing.” “Let me share with you right up front that I am a full service, full commission professional. I don't ever compromise my services and I don't cut my fees.” “With that point made clear, let me ask: should I leave now or do you want to hear about my marketing system and my record for meeting the expectations of sellers like you?”
Situation #77	What to say to a seller who is wants to "test the market" by overpricing their house?
Audio clip (2:11) This is a great opportunity to use a THIRD PARTY example- it gets an important point across without being confrontational. The words that work “Mr. Seller, last year a property owner over on 12th Street wanted to sell his home. It was valued at $240k, but he decided to "test the market" and listed the property at $275k. Two things happened here, and both of them were bad." “First, the buyers who were looking for a $240k home didn't come to look- it was out of their price range. And second, those who did come were looking for homes truly worth $275k- and found this home just didn't measure up."
Situation #84	What are some real estate word choices every agent needs to implement?
Audio clip (2:53) The bottom line- your word choice matters! Consider the following phrases: The words that work Avoid: "You have to lower the price of your home." Instead try: "Let's get your price more competitive." This puts the focus on the sale, not them losing money! Avoid: "You have to first get qualified. " Instead try: "Let's talk with our mortgage department to determine your purchasing power." The word qualified reminds people they can be DIS-qualified! Avoid: "I want you to. . ." Instead try: "Would you give me the courtesy of. . . (concession, appointment, callback) " "courtesy" conveys respect, and adds polite pressure for them to not be discourteous!
Below is the list of all 84 "Tough Situations"! 1.  When you don’t want the listing  2.  When presenting a low offer  3.  Is the seller considering other agents?  4.  Hold sellers decision for your 2nd call  5.  Seller mad you’re not showing their house  6.  To avoid talking price too soon  7.  How to ask for the listing  8.  A seller’s upset the house isn’t selling  9.  Prevent commission concession request 10.  When asked for your fees/commissions 11.   A seller asks if your fee is negotiable 12.  A seller asks you to cut your commission 13.  A seller keeps asking you to cut your fee 14.  A seller asks you to match a lower rate 15.  Have sellers already selected an agent? 16.  Seller notes few came to the open house 17.  Is the seller buying your presentation? 18.  Sellers are interviewing other agents 19.  Another agent says they can get more 20.  Seller asks how often you’ll advertise 21.  Seller wants pricing advice but won’t list 22.  Find out if seller is ‘using the agent’ 23.  Presenting a ‘Home Warranty’ program 24.  Seller asks can we get ‘just a little more’ 25.  Early offers are often the best offers 26.  Seller wants a ‘negotiating cushion’ 27.  Sellers don’t want a yard sign 28.  Sellers don’t want an open house 29.  Sellers want to list high; reduce later 30.  Seller questions our motives to price low 31.  Establishing a contacting schedule 32.  Preparing the seller for problems 33.  Questions for initial contact/home tour 34.  Won’t reduce price but wants offers 35.  Previous ‘bad experience’ with an agent 36.  How to get written seller testimonials 37.  What to say during service contacts 38.  Sellers compare you to other agents 39.  To reduce hostility with a FSBO 40.  When re-contacting FSBOs 41.   When FSBO sells their property 42.  FSBO thinks they have a buyer, not sure 43.  Buyer wants to work with many agents 44.  Buyers say, “I want to think it over!” 45.  Buyer mad at seller slow response 46.  Buyer also has a house to sell 47.  Buyer wants to make a really low offer 48.  Consumer asks, “Who do you represent?” 49.  Handling a ‘sign caller’, what’s the price? 50.  Closing the buyer….asking them to buy! 51.  Getting rid of an ‘unworthy’ buyer 52.  Determine if buyer has an advisor 53.  Helping the buyer show the advisor 54.  Identifying the ‘picky’ buyer 55.  Building a negotiating strategy 56.  Get commission when showing a FSBO 57.  Getting a buyer to meet you in person 58.  Buyer had a previous bad experience 59.  Keeping the buyer comfortable with you 60.  Getting a phone caller’s name 61.  What to say first to open house visitor 62.  Tactfully asking for business 63.  When handing out your business cards 64.  Nailing down a referral lead 65.  How long have you been in real estate? 66.  How is the real estate business? 67.  Aren’t all real estate agents alike? 68.  So sellers realize they have competition 69.  When sellers mention a discount broker 70.  Sellers to look objectively at their house 71.  Controlling consumer expectations 72.  Getting the listing before talking price 73.  Where buyers  come from 74.  Advantages of being with a big agency 75.  Advantages of being with a small agency 76.  “Dirty tricks” some agents play 77.  Price reductions send the wrong message 78.  What kind of market are we in? 79.  Hypotheticals and Third Party Stories 80.  Get buyer to focus on house, not price 81.  About the ‘bad things’ that aren’t there 82.  When a seller becomes the buyer 83.  Discouraging ‘ridiculous’ offers 84.  Word Choices….little things mean a lot!

John Hamilton	Words That Work has been written and developed by John Hamilton who also narrates the audio companion. John calls on a background of over 35 years of real estate experience John speaks to over 120 audiences annually on negotiating and sales His 2 day Certified Skilled Negotiator program receives rave reviews Visit NSMonthly.com to receive John’s FREE negotiating tips

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