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When buyers give a budget, it’s usually their “top line” number—but here’s the secret: There’s always a little wiggle room. 🏡 In competitive markets, buyers can often go higher than expected.
So, how do you figure out where the real opportunity lies? Start low. 📉
Here’s a script to guide that conversation:
🗣 Ask:
“Is there a price point below which I shouldn’t show you homes? Like, if I found a fixer-upper for $800k under your $1M budget, would that still interest you?”
Then, follow with:
“On the flip side, is there a max price where anything above would just feel frustrating—like I’m teasing you?”
By getting them to define both their floor and ceiling, you gain clarity. ✅ If they say, “We’re around $1.2M but might go higher for the right house,” you now have permission to explore up to $2M or more for unique opportunities. 🎯
Next time you're with a buyer, remind yourself: Ask the right questions to unlock flexibility and find that perfect deal. It’s not about rigid numbers; it’s about creating options.
Transcript:
Buyers will throw out a number which they think is their top line number. But then, since it's maybe at all cash market, they may go higher. How do I find out what that range is or where that number lies? You never want to start at that number. You want to start at the bottom number. So what you say is, hey, Bunny, can I ask you, like a pricing question to get some guidance from you, is there a pricing of a home below, like, below which you don't want me to bring anything to you? Meaning, what would be the floor? Because if I saw a deal that you can fix up for 800 and it's way less than your million dollar budget, would I still stow to you, like, is there a floor? What I'm looking for is them to say, no floor, no, no, no. Floor. I'll take, I'll take any deal that I can see. Awesome. Hey, and by the scheme rationale, what would be the, what would be like a value of home that I should show you that you're just like, don't show me anything above this, because then you're gonna feel like I'm just teasing and baiting you, and that's just not cool on my part. Or would you prefer I tease and bait you tell them. And then you can say you're like, Well, you know, we're kind of like in the one point to two range, but we may be able to push it if we find something that we love. So what you say is awesome. Would it be okay with you for me to use 2 million as the top line price, and if I see something that may be a great opportunity above that, I'll run it by you first awesome. So now you get acceptance of a high benchmark, and now I also know that I can go higher, right? So you've given myself permission there. That's how you ask for that.
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