Ben Franklin Had it Right
Weighing the Pro’s and Con’s to Make the Right Decision.
Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States.
When Ben had to make an important decision, he would take a blank piece of paper, draw a line down the middle, and put the pro’s on one side of the line and the con’s on the other side. He would then carefully compare the lists to determine which side made the most sense.
This is a great approach for agent’s to use, to help a buyer or seller make the best decision. Armed with the most compelling arguments, an agent can sway the decision in favor of what is logical for their client. I’ve attached a rough draft of all of the reasons that a Seller should price reduce and sell now, and another rough draft of all of the reasons that a buyer should buy now.
When you meet with a buyer or seller, take out a blank piece of paper and suggest they look at the pluses and minuses to their decision.
For a Seller– Help the Seller fill out all of the reasons it makes sense to sell now. Of course, you help the seller identify all of the 40 different reasons to sell now. Then, ask them to write down the reasons why they should wait (don’t help them). They are likely to put just a few down. By comparing the two lists, it becomes obvious to the seller that they should sell now. Leave a copy of the list with them, so it sinks in.
For a Buyer– Help the Buyer fill out all of the compelling reasons it makes sense to buy right now. Of course, you should help the buyer identify all of the 40 reasons they must buy now. Then, ask them to write down all of the different reasons they should wait (once again, don’t help with this list). By comparing the two lists, it becomes obvious to the buyer that its almost always foolish to wait. Leave a copy of the list with the buyer so it sinks in.
There you have it! One of the most powerful closes a good salesman can use. So, become familiar with both lists and go out and:
TAKE THE SHOTS!