Objection Handling Flashcards
I think I can get a better deal selling traditionally.
100% you might be able to net a little more traditionally however have you considered the potential risks of selling traditionally? There’s absolutely no risk with selling to ZO. No waiting around, more control, no staging, no hidden fees, no concessions, no repairs that you have to schedule contractors to do, there’s no negotiating back and forth, and absolutely no surprises. Our offers are firm and you can trust that.
I’ve seen mixed results from ZO
I hear that a lot from skeptics but one of our core values as a company is #turnonthelights and providing the most accurate and fair home valuation so that you can move more easily onto your next chapter.
ZO is Fair: every offer is vetted against a valuation conducted by an internal and external pricing team
ZO is transparent: we use machine learning, paired with data and human expertise to determine the fair market value
ZO is smart : the avg ZO falls within .022% of the sale price that goes on sell on the open market
I don’t understand why this is a discards
Totally understand, let me explain why! There are a few reasons, ZG has predetermined criteria for homes we aim to purchase. Some common out of buy box scenarios includes leased solar panels, outside-of-purchase prices ( too high or too low), lot size is greater than one acre, year built, and skeptic tanks. SD it’s we buy up to 1.4 million
At the end of the day, our goal is to help you sell your home and if you’re willing, I’m going to put you in touch with a local real estate agent partner who can help you explore alternative selling options.
Selling is a difficult process and very overwhelming
Selling your home can be a very daunting task. Sell your home to Zillow and we’ll handle the rest. We buy your home as-is and you can skip the repairs, staging, and showings.
Additionally, you can sell without the hassle and close in as few as 7 days and up to 90 days. Now check the report for best closing dates + we are pausing on all home purchases until next year.
Uncertain about selling
I totally understand that the decision to sell is difficult. Can you tell me what you brought you to Zillow Offers in the first place? Why are you considering selling? What’s holding you back?
The great thing about ZO is we provide you with a competitive all-cash offer on your home, completely free with no application fees and no obligation. The choice is ultimately yours if you decide to sell to us, list with the agent o come back later when the time is right for you for an expediated refresh offer.
We know your home is special and want to make sure we take all of its uniqueness and characteristics into consideration. Is there anything else you want to share with me beyond what you noted in your request?
Currently working with an agent
It makes no difference whether or not you have an agent already. You do not need an agent o request an offer to sell your home to Zillow, but we’ll work with your agent directly if you already have one. We want to respect that relationship and will not cross any toes.
Zillow Offers is designed to help you move to your next chapter and give you optionality. Whether it’s selling with us or selling with an agent.
You guys are flippers. Buy Low and sell it for high.
No, are not house flippers; we just take care of all the repairs and prep work you would normally do yourself in order to get into move in ready standards. We also don’t buy it for low and sell for high. Our goal is to make our offers fair. We use machine learning, data and third party analysis to ensure we are providing fair offers.
- Machining Learning i.e. algorithms process hundreds of data points about your home and markets i.e. square footage, tax records and previous for sale prices
- Broker Analysis i.e. experienced brokers in your area to provide insights on the valuation of the home
- In-depth research: our pricing analysts get to know your home, noting updates and special features compariing it to similiar properties
I got a better offer at Opendoor/ Offerpad
We fine-tune and finalize your offers with an in-home evaluation, to evaluate your home’s condition and factor in the repair costs and transparent pricing where professional local contractors validate our repair costs. If you received a better offer through our competitor, we can offer to price match if you provide us with a copy of the final offer.
My Zestimates is higher than your market value of my home.
The Zestimate is a computer-generated algorithm and it’s a starting point. It doesn’t tell the whole picture. It uses basic facts from public records and market conditions like physical attributes, tax assessments, and current transactions. It also changes weekly. Our valuation of your home is called the FMV which is what we believe your home will sell for if it were to be in market-ready condition today. We also pair that with human eyes by going out to your home and looking at it in real time.
I thought the Zestimate is an accurate representation of what my home is worth
We believe that our Zillow Offer represents the most accurate assessment of your home’s valuation. Your Zillow Offer factors in your Zestimates as it pulls from key data points but it’s not the Zestimate and here’s why:
- A quote from a local broker to ensure we are fair in your market
- An in-person home evaluation to see the home in real-time with our human eyes
- we will look for interior features, remodels, improvements, etc
- assess the neighborhood details, is it close to a school, highway, or any power lines
The selling costs/ fees seem higher than usual
All repairs and fees are included in your final offer.
We understand that many analysts have simply compared our service fee to the average 5-6% agent commission of a traditional sale but that comparison ignores another fee that may come up like:
- Cleaning costs
- Staging
- Repair costs
- HOA Fees
- Any unexpected costs that may come up
- Closing costs
All of these items will end up adding up and the longer your home is on the market, the cost can increase. With Zillow Offers you have the peace of mind knowing that you don’t have to deal with any of that when you sell your home to us.
Also, we’re entering the cooler months now and even in traditional sales, it starts to slow down during this timeframe. Zillow is increasing our service fees because we’re taking into account the risk of owning your home during these cooler months where things are a little slower and we might have to hold your home for a little longer than expected. Or while we’re holding your home and the value goes down, we’re taking into account that fee.
I don’t understand why there’s a fee at all.
Think of this fee as a convenience fee. We’re not buying the home to live. We’re taking on the cost and risk to sell your home for you so you don’t have to do it and you get to move onto your next chapter ___
Agents on charge 6% commission costs to sell
- Any unexpected costs that may come up
We understand that many analysts have simply compared our service fee to the average 5-6% agent commission of a traditional sale but that comparison ignores another fee that may come up like:
- Cleaning costs
- Staging
- Repair costs
- HOA Fees
- Any unexpected costs that may come up
All of this will end up adding up.
How do you determine what repairs are actually needed? These seem a little unnecessary
We determine any repairs on your home after coming out and seeing it in person. Once we’re out, we will determine what we need to do to get it into the market-ready condition and Zillow has a pretty set standard and criteria of what we’re looking for based on what we know our buyers in your area needs.
One thing to take into consideration is we do have a pretty standard of what we’re looking for because eventually, this home will be sold as a Zillow Owned Homes and we want to ensure we’re providing the best of the best for our buyers and know what our buyers are looking for.
Your repair costs are overpriced. It’d be cheaper to do it myself.
We acquire so many of these homes at such a large scale, our repairs tend to be lower than what you would pay as an individual homeowner if you contracted out the work yourself. We’re all about our customers and we will ALWAYS pass you the best deals and discounts.
Also, in this market, it is very difficult to find a contractor to take care of a few items. Many of them are looking for a large scope of work so I would hate for you to spend all that time finding a contractor, scheduling the appointment, getting it all fixed up, realizing that Zillow can do it for cheaper, or having Z come back and say it’s not up to our standards. That would totally suck plus I know ( insert why) I would hate for you to have to go through all that..
