To improve your capture rate
of listings taken to listing presentations given... it is imperative to plan what you are going to say beforehand, so that
during the presentation you can focus on getting to know the Sellers, your semantics,
body language and tonality.
Second
Know the Property… City, County, Well, Septic, Additions, Repairs, and the
Neighborhood are all important factors when it comes to pricing and who your
buyer pool will be. Obtain copies of recent appraisals, inspections, and
surveys if possible prior to meeting with the Seller…you can never have too
much data.
Third
Know the Market… Current market conditions can greatly affect pricing and
how you present the home to a buying audience. Do your research and educate the
Sellers … Have options ready for them if your plan A doesn’t work. As in the previous
paragraph the more data you have the better. Don’t rely just on data from MLS…pull
sold data from tax records to discover non-MLS sales from FSBO’s , and
foreclosure and pre-foreclosure data.
Fourth Have
a Business Plan… Have a written business plan to showing
the Sellers your plans to get their property sold in the shortest amount of
time possible while still attaining them the highest net dollar at the closing
table. One idea to ad in a sheet show everything you do for the first few days
it is listed…from putting it in MLS to marketing to making fliers and setting
up Broker Tours and photo tours.
Fifth Be
Enthusiastic!... Few sellers will want a boring
agent to sell their home… start off with an exciting presentation and keep the
level high throughout your listing period with them. Enthusiasm gets referrals!
Even though Sellers want to
work with Agents who are enthusiastic about their property... you have to be
honest … you must not attempt to hide or “soften” market realities. Still
be enthusiastic and show that you are excited about the opportunity …
Suggested Dialogue: Mr. and Mrs. Seller… We will need to work as
a team to get your home sold…I will always tell you what you “need” to hear,
which may not always be what you “want” to hear…just always know my job is to
test the market and report the truth back to you.
Sixth Be
Confident…If you are lacking in confidence, determine what you need to
do to gain a belief in your ability to achieve success. Are there skills
you need to master to dramatically affect your confidence? What one
thing, if you did it better, would change your self-confidence? If a Seller
perceives a lack of confidence in you at their kitchen table… they will surely perceive
they will get the same performance when a low-ball offer comes in and the
negotiations get tough.
Seventh
Be Prepared to List Now….Have a Listing Agreement ready to sign with you, coming
back later may cost you the listing. Seems simple enough but I am amazed at the
number of agents who do not have a listing agreement pre-filled in for their
appointments…leave the active date and the price blank. You want to be ready
when they say “where do we sign”!
Lastly,
Be Willing To Say No…. You are not just going to see if the Sellers want to list
with you…More importantly You need to be going to see if the Sellers,
and the property, qualify for your listing inventory! An uncooperative Seller
or a property in poor condition, in a bad location, and overpriced is a REALTOR®s
nightmare…and a surefire case of indigestion! A negative, mean, and
uncooperative Seller rarely turns positive, nice, and cooperative as you
progress into the listing period…They usually just get worse… Until you stab
yourself in the neck with the same pen they signed the listing agreement with!
I hope these tips help you to
capture more listings in the upcoming months…
Keep Prospecting!
Eddie Brown ©2012
1 comment:
Exactly! Especially knowing the seller which I think is the most important and hardest part.
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