I love this objection. I get to truly offer some guidance and really help my clients. 

Depending on the neighborhood, market and price range, many upgrades are nice, but provide no real additional dollar value when it comes to selling. 

I have seen sellers in the past over-improve a home thinking they will get more money, but learn that those upgrades were only important to them or they have appraisal issues.

I also have had sellers in the past remodel a home and just make bad choices. For example, painting the home bold colors that go with their personal decor and taste rather than colors that would really work for a wide range of buyers and compliment the home.

I would try to get face to face with the sellers as quickly as possible to assist them in this process. 

Here is the script:

Seller: We want to do some updates before we put our house on the market

Agent: Fantastic, I’ll tell you what, how about I come over and take a look? I have a lot of clients that do work before putting their home on the market. 

I might can help you make some choices that will save you some money and help make sure you get a return on the money you are investing in these upgrades.

(set an appointment, make sure to send your pre-listing package)

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