Whether your initial contact with the Seller occurs in person or via phone, make sure you leave a lasting first impression. During your first conversation ask the following questions:
· How did you hear about me?
· What is your reason for wanting to sell?
· Have you ever sold a home before?
· How soon do you have to move?
· What is your biggest concern about selling your home?
The response you receive to these questions will help to reveal the Seller’s level of motivation and their level of experience with buying and selling properties. Selling a home is most often an emotional one, so the answers can also provide insight into the sellers’ anxieties and how you can help dispel their fears through the excellent service you provide.
Seller Facts:
66% of sellers list with the first agent they contact
19% interview only 2 agents
Only 15% speak with 3 or more agents prior to signing a listing agreement
35% of sellers choose their agent based on reputation
23% choose an agent based on the agents perceived trustworthiness
63% of 1st time sellers said they would prefer to be referred an agent by a trusted friend
The Listing Presentation:
The listing presentation should be broken into three phases highlighting the market conditions as well as your marketing plan and your commitment to providing excellent service. A well-executed listing presentation should include the following three steps…
1) Give Perspective- Paint a “big picture” for the sellers while telling them honest opinions about the condition of their home and where to price the home to be competitive
2) Educate- Provide facts about the current state of the market…even if it’s ugly they need to know the truth. A seller would rather you tell them the truth now than to find out later that you lied just to get the listing. Always complete a full written market analysis of the property showing closed as well as pending and active comparable properties.
3) Provide a Comprehensive Marketing Plan- Go into detail showing the seller the steps you plan to take to sell their home. Include suggestions for property enhancements, your negotiation tactics for both the offer to purchase and for the inspection repair requests, and how you will manage the transaction from beginning to end.
And the most important step is once you have obtained the listing… follow-through with exactly what you said you would do…Under-Promise and Over-Deliver. It is important to check-in with the Seller weekly with updates on showings and market conditions.
The Spring Market will be here before you know it! Now is the time to start building your listing inventory… The seeds you plant today will grow into future earned commissions…and it really is true what they say…YOU HAVE TO LIST TO LAST!
Eddie Brown
No comments:
Post a Comment