“Another Agent Said They’d List Our House for More”

Here’s another entry for the Sellers out there.

If you ever hear yourself saying, “Another agent said they’d list our home at a higher price,” I want you to stop for a moment.  Let’s make sure you understand what you are saying.  Your selection of a listing agent is going to be based on the listing price they are willing to accept versus the best agent to get your home sold.

Hmmm.  Well, let me share something with you.  I recently asked a very large group of real estate agents why Continue reading

Why you should not become a For Sale By Owner

The greatest disservice that you, as a seller, can do to yourself in selling your home is to try to sell it as a For Sale By Owner (FSBO).

Here are just a few things to think about:

  • Everyone, including agents, knows that you interviewed a few agents to get their opinion as to what listing price you should consider when listing your home.
  • Everyone knows that you didn’t deduct the real estate fee (that amount you are trying to save by doing it yourself), which was included in all the agents’ pricing proposals, prior to you putting your property on the market.
  • In the event that an offer is received, FSBO sellers typically Continue reading

Do you know the “5” Pushbacks from Sellers and how to overcome them?

Here is my topic list for a listing presentation in the order in which I present them to the sellers:

  1. Price
  2. Real Estate Fee
  3. Terms
  4. Appointments with other agents
  5. Family members in real estate

If you put together a powerful listing presentation addressing these 5 topics you then have a better chance of securing a listing agreement.

But, of course, every seller is going Continue reading

When Callers Expect You To “Drop and Run”

I’ve gotten a few emails from people asking for a little more detail on how NOT to let buyers run their business.  So, here you go…

Opportunities for agents to teach buyers the difference between them and their competition are presented all of the time.  The problem is that most agents don’t recognize the opportunities nor do they know how to take advantage of them.

So, here’s one of the ideas that may help you take Continue reading

Recruiting and Retention – The Foundations of a Real Estate Company

In reflecting on real estate topics for which I have an opinion (and there are many!), recruiting and retention seem to be popping up more and more during my discussions with owners.

Today I want to talk about Recruiting.

It’s obviously easier for someone outside of the “fish bowl” to see more clearly some of the stumbling blocks and frustrations you may encounter for coming up with an effective, refreshing and results oriented recruiting and retention campaign.

So, I thought I’d share a couple of insights from outside the “fish bowl”.

Here are a couple of questions Continue reading

How Do You Structure Your Listing Presentation?

If your listing presentation is a “dog and pony show” you are so behind the times.  What do I mean by “dog and pony show?” If your presentation starts out with bragging about you and your company; that’s a dog and pony show presentation.

Keep the presentation focused on why they called.  Did they ask for someone to come over and talk about themselves or was it more like “I want someone to tell me what my house is worth.”

So, what are you to do?  Simple … Continue reading

Excuses Sellers Give For Not Wanting to Stage Their Home

Seller:   It costs too much money. 

Response:  I have never seen a home where the staging costs would have exceeded the first price reduction.  And that doesn’t even factor in the monthly carrying cost of the home.

Seller:  We can’t stage the house; we’re still living in it. 

Response:  A common misconception is that staging is only for vacant homes.  Every home/condo can be staged, and you can actually live in it after staging.

Seller:  We didn’t have to stage any of the other properties we sold over the years. 

Response:  Yes, once upon a time you could generate three offers by 5 p.m. on the same day your Realtor Continue reading

Are Real Estate Agents Dinosaurs?

This article was forwarded to me by an associate.

I chuckled when I read it because I’m always asking agents, “Are you in the 21st century or are you a dinosaur?”  Like it or not, if you are not using technology in the following ways:

  • to promote yourself
  • in your listing presentations
  • when out with buyers by accessing the Internet in real time
  • by having (and knowing how to use) a smart phone, and
  • communicating (at least some of the time) via text messaging with your clients

…you are a dinosaur.  I’m not suggesting one of the above I’m strongly suggesting all of the above!

I’m not surprised that the membership to NAR has dropped off since 2006.  In the late 90’s Continue reading

Who is running your business?

The phone rings in a real estate office and before you know it the duty agent is running out the door to show a property.  Now, mind you the agent has never met the person on the other end of the call.  All the agent knows is that the person is breathing and wants to look at a specific house NOW!  Of course, when the agent arrives they learn that the house is priced beyond the potential price range of the so-called buyer.  Moreover, the buyer has not been pre-approved and they don’t want to schedule an appointment to look at other houses.  However, they do want the agent to send them listing updates.  What price range?  Oh, between $400,000.00 and $700,000.00 even though they have not been Continue reading

Hello World!

Have you ever experienced one of those moments when you feel, “Oh, my gosh this could be huge!”?  Well, today is one of those moments.

In a recent “think tank” discussion with my team I asked them,  “Why should I spend my valuable time blogging?  I know that blogging is one of the decade’s new buzzwords, but you all know how I feel about just chatting for the the sake of chatting.  So, why should I blog and furthermore what the heck am I going to say?”  Well, after they regained their composure they in unison declared, “Are you kidding!?  When were you ever at a loss for Continue reading