Option one: Explain what our team’s workflow is throughout the transaction.
Script:You’ll receive numerous documents via DocuSign for electronic signatures.
One of our advantages is our Transaction Coordination department, which handles
the entire process and compiles all files into a single zip file. At the
transaction’s end, you’ll receive that zip file. So, when next year arrives,
you can simply access these documents through a single link. This is the
advantage of the document archival fee – by having all files in one place.
When you communicate this, they’ll truly grasp
the value. You’ve explained what the team offers and the benefits they’ll
experience during tax time.
Option two: You can explain this when drafting the offer during the contingency periods section.
Script:The good news here aside from the documentation fee, I don’t cost you a
dime to help you buy your home. This way, by the transaction’s conclusion,
everything will be conveniently organized in one zip file for next year or
whenever needed. Isn’t that awesome? The total cost for everything I provide is
$595.
Note:It’s important to remember if you have a VA buyer, they can’t cover these costs themselves.
Here’s a significant point. Both approaches come from a value proposition perspective.
Option two takes a proactive stance when discussing this while drafting offers. There’s no need to conceal anything. The costs are there. Being forthright about it is essential. If you’re overly anxious or nervous about it, it might translate to the client. They could then question if there’s something hidden or deceptive. This script is your guide. Maintain a casual tone. Also, emphasize the value, highlighting that this is the sole
expense for comprehensive assistance and underscoring the tax-time advantage, is commendable.
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