Either continue to dig for the specific objection (What part about this do you want to think over?), or add a right of recission period to your sales agreement so they can back out with no penalty in x days without consequence.
Follow all the excellent advice already given, but before going on the appointment it might be helpful to get an affirmative answer to step 2, (i.e., the seller is willing to leave their existing financing in place, along with most, if not all of their equity for “x” number of years),before going out on the appointment … though going on these appointments will give you great experience in face to face negotiations, as long as, you are able to start turning some of these appointments into deals.
Katheryn, I think you are on the right track and and scott made a very valid point. MY view is you would want to obviously expand on part or all of the 40 benefits the NEHTrust offers. I would listen first
Thanks everyone for the feedback. From these comments, here are questions: What part of this do you feel is selling rather than telling? I don’t set up appointments unless there is agreement that all decision makers are present, so I never get that excuse.