(Taken from a speech by Wayne Morgan. The following text may not be grammatically correct.)
Making the sale can be easy if you ask the right questions. An Alternate of Choice is a question with two answers. Both answers are “yes”. There are a lot of ways you can use Alternate of Choice. What I like is giving people choice. I don’t like asking “yes” or “no” questions. These are really valuable when somebody complains about the property. Let’s say you’re showing a home and their buyer says, “Hey. This house needs paint.” Well, why would they say that? Well, they say it because they love the house, and they just want to pay less. All you have to do is say, “You’re right. This house does need paint. Would you do it yourself or have it done?” And when they answer, they’ve bought the house. If he says, “I’ll do it myself, but I want the seller to give me paint,” “How much do you think it will take?” “Ten gallons.” “Fine, what color would you like?” “I’ll choose that later.” “Excellent.” So I just gave him ten gallons of paint, but he bought the house. Pull out your contract, and start writing the special provisions, “Seller to provide ten gallons of paint per buyer’s color choice,” and then turn to the buyer and ask him, “Anything else you want included?” “Nope. That’s it.” “Great. When would you like to take possession?” This is why the Alternate of Choice is so easy—just keep giving people options.
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