Scripts to create buyer urgency to close more deals

We're getting ready to keynote the Carolina's Regional Awards Ceremony and I wanted to share a conversation I had with a team we coach this morning. It was around creating buyer urgency and how to lower their standards to increase the chances of them securing a home. 

Lets start with the urgency part...

The script I want you to use right now is the following:

"Right now, you have a unique opportunity to shop for a home, without fighting with as many buyers because so many are sitting in the sidelines. If you wait, then you'll be out there with everyone else, which will wind up costing you more anyways, even if rates did come down (because they'd be paying more for the house)."

Now when there is demand for a certain price point, let's help them lower their standards in what they're looking for so they're not wasting their (and your) time looking at homes that they can't afford (because of the demand). 

Here's the script I recommend for that:

"I know securing a home today can be frustrating and as you can see, you're not the only one looking for exactly what you're looking for. Can I share with you how we can increase your chances of making your next offer the one that gets chosen? Let's look at one or two of the following areas that we may have a little give on to modify our search criteria, so you're not competing with as many buyers. Which one of the following areas would you be willing to be flexible and sacrifice a little on so that you don't keep spinning your wheels and losing out?

Lets start with the Schools, any flexibility there? 

How bout the square footage, could we decrease it a bit?

What about the garage or amount of bathrooms, could we give up one stall or one shower?

If we can make a few small tweaks without sacrificing your quality of living too much, I think I can get this done for you with the very next offer we write, fair enough?" 

There you have it... two challenges with buyers today solved if you follow my advice. Lets write, chant and roleplay these and commit them to memory so you're not spinning your wheels too!