Listing Presentations script to guide inherited property owners through selling process

Introduction

Navigating the sale of an inherited property can be an emotional and complex journey. My goal today is to provide you with clear, actionable steps and unwavering support, ensuring a smooth and stress-free sale process. We'll simplify every step, allowing you to focus on what matters most to you.

Opening Lines

"First, I want to say that I understand this isn't an easy time for many people dealing with inherited property. [PAUSE] My primary goal today is simply to provide you with clear, helpful information and answer any questions you might have about the process. No pressure at all, just answers and a commitment to support you." [LISTEN] "What's on your mind right now regarding the property?" [LISTEN]

Main Script Body

"I know an inherited property often comes with a unique set of circumstances, sometimes emotions, and sometimes even unexpected challenges like probate or family coordination. My role is to make the entire sales process as straightforward and stress-free for you as possible. Think of me as your dedicated guide and project manager.

First, we'll conduct a thorough property assessment. This isn't just about market value, but also understanding its current condition and potential for improvement. Next, we'll discuss any specific considerations related to the inheritance itself – are there probate requirements we need to be aware of? I can connect you with trusted attorneys if needed, to ensure all legal aspects are handled correctly.

Then, we'll craft a strategy for preparing the home for sale. We'll decide if minor clean-out or decluttering is needed, or if some strategic updates would significantly boost its value, always with your budget and desired effort in mind. My team and I can even help coordinate services like estate clear-outs or minor repairs, taking that burden off your shoulders.

Once the property is ready, we'll launch a highly targeted marketing campaign to reach the right buyers and generate maximum interest. I'll handle all showings, negotiations, and manage every detail through to a successful closing. We focus on transparency and communication, ensuring you're informed every step of the way without feeling overwhelmed.

Ultimately, my aim is to secure the best possible net proceeds for you, quickly and efficiently, while providing a service that respects your situation and simplifies the entire experience. What are your initial thoughts on that approach?" [LISTEN]

Handling Objections

1. "I need to think about it."

"That's perfectly understandable, this is a significant decision. [PAUSE] To help you think it through, what specific areas are you still considering? Is it the timing, the process, or perhaps something about the market analysis we discussed? [LISTEN] If there's any information I haven't covered, or any specific concerns I can clarify right now, please let me know. My priority is for you to feel completely confident and informed."

2. "The price/rate is too high."

"I appreciate you bringing that up. When you say the price is 'too high,' are you referring to the commission, or perhaps a different expectation for the listing price itself? [PAUSE]

(If commission) "My commission covers a comprehensive marketing strategy, professional staging consultation, high-quality photography, and hands-on management of every aspect of the sale. This includes navigating complex negotiations and ensuring a seamless transaction, which ultimately leads to a higher net return for you and saves you significant time and stress. It's an investment that typically pays for itself through a quicker sale and stronger offer."

(If listing price expectation is too low for them) "I understand you might have a different figure in mind. My pricing strategy is always data-driven, based on recent comparable sales in this specific market. [PAUSE] We want to price it strategically to attract the most buyers quickly, which often creates a bidding environment, ultimately leading to the highest net proceeds for you. Let’s re-examine those comps together if you like, and I can show you how we arrived at this recommendation."

3. "I'm working with someone else."

"I respect that completely. It's important to work with someone you trust. [PAUSE] Out of curiosity, what specifically attracted you to them, and what kind of support are they providing during this process? [LISTEN] I'm always looking to refine my service. Perhaps there's a unique perspective or additional resources I offer, especially around inherited properties, that might be helpful as a backup or a different approach, should you ever need it in the future."

4. "I'm not ready yet."

"I completely understand. Selling an inherited property is a big decision, often with emotional ties or practical considerations. [PAUSE] Could you share what's holding you back right now? Is it related to timing, perhaps needing to clear out the property, or perhaps the emotional aspect of letting go? [LISTEN] Even if you're not ready to sell today, I'm here as a no-obligation resource. We could create a simple, stress-free timeline for you, or I could offer recommendations for any immediate needs like clean-out services or minor repairs, so you have a plan when you are ready."

Closing Sequence

"Given everything we've discussed, it sounds like having a clear, personalized action plan would be the most helpful next step for you. [PAUSE] How about we schedule a brief follow-up call for next Tuesday? During that call, I can present a detailed proposed strategy tailored to your property and specific needs, and we can address any new questions that come up. This way, you have a solid plan, whether you decide to act now or in a few months."

Follow-up Strategy

Send a concise email within 24-48 hours summarizing key points and reiterating value. Offer additional resources like a detailed market analysis for their specific property or a list of trusted local service providers (estate attorneys, clear-out companies) to continue adding value and position myself as their go-to resource.

In a world where change is the only constant, your ability to adapt and seize opportunities defines your success. Make today the day you take control.