selling homes: When a customer wants to buy a blue suit, I sell him a blue suit.
- 05/27/12 10:34 AM
I was referred a client about two weeks ago. Nice guy. Good income. Great credit. He wanted to rent a home in either Aurora or Naperville, and he was anxious to do it... I set him up with an email search, and showed him one that met his needs. He loved the home and the location... Since he was a newer client, I hadn't yet run his credit, so I submitted his credit authorization to my mortgage broker who is always quick to respond with a credit report... When my mortgage broker came back to me with the credit report, he … (3 comments)
selling homes: "My Seller is VERY Motivated."
- 08/06/11 07:17 AM
"My seller is VERY motivated." Too much information? Or good salesmanship? I just got off the phone with an agent. I was setting an appointment for tomorrow's showing. A second showing. The buyers are bringing their parents. It is the only home we are seeing. Just before I hung up the phone, the listing agent said, "My seller is VERY motivated. Anything you can put together would be appreciated..." It really changed my attitiude for the showing. Before he said that, the house didn't do much for me. I thought it was overpriced. I was confident my sellers could find a … (8 comments)
selling homes: 5 Phrases I Use with Home Sellers to Get More Price Reductions
- 07/17/11 03:22 PM
I generally don't think of myself as a guy that likes scripts... However, after 6 years of selling real estate, I find myself using certain phrases while communicating with my sellers regarding price reductions. Here are 5 phrases I commonly use when dealing with sellers that help me get price reductions on my listings: "What would you be happy to sell your home for today?" The ultimate question. How much do you want to sell your home for? "We are close." This is the proverbial "carrot on the stick". I only say it if it is true, however, it is versatile. Can be changed to "We … (60 comments)
selling homes: Handling Unmotivated Sellers
- 07/10/11 07:46 AM
Most of my customers do a great job selling their home. They understand pricing. Their home is almost always available for showings. They keep it clean and clutter free. Some even light scented candles during showings... These are the good sellers. Most of them have happy endings. Unfortunately, with some sellers it doesn't go so smoothly... Showings are hard to schedule. Messy homes. Cancelled appointments. I am working with a challenging seller right now. I am not sure she really wants to sell... She just called and canceled today's showing. She also cancelled next week's open house. She seemed to have no regret. No disappointment at the loss … (6 comments)
selling homes: 10 TIPS FOR GETTING MORE PRICE REDUCTIONS ON YOUR LISTINGS
- 07/08/10 03:26 PM
After 15 years of selling financial products, I am very comfortable talking numbers with people... Pricing is the key to selling homes. Yes, you want the home staged correctly... And yes, the home needs to be marketed properly... But if it isn't priced right, you have no chance. Period. With that in mind... 10 TIPS FOR GETTING MORE PRICE REDUCTIONS: Have a pricing reduction system and explain it to your clients up front. It is best to price homes correctly from the beginning. Nevertheless, many clients will want to test the market. I understand. So you need to have a price reduction system and explain it up front. My system: My listings will have at least 2-5 showings … (163 comments)
selling homes: REALTORS GET PAID TO SELL HOMES. NOT TO SHOW HOMES...
- 06/28/10 08:30 AM
I read a post on Active Rain that really surprised me... The gist of the post was how real estate agents need to "stand up for their profession" and begin charging our clients an up front retainer fee... There were tons of comments on the post from other agents, and a large percentage were supportive... There has been a lot of a buzz on this subject the last couple months... Look, I understand... The real estate market is tough right now. It is not easy being an agent. But a retainer fee? Are you kidding? Realtors get paid to sell homes. Not to show homes... … (11 comments)
selling homes: "WIGGLING THE LURE". THREE PRICING STRATEGIES THAT WILL HELP SELL YOUR HOME...
- 03/29/10 02:09 PM
I love fishing. I have since I was a kid. Selling houses is a lot like fishing. vs. When you put your home on the market, you are really going fishing. You are fishing for a buyer. And the bigger the fish, the better... Three pricing strategies that will help sell your home. Wiggling the lure. I use this strategy with my sellers who have a very interested party looking at the home. Several positive showings in a row or a second showing. Sometimes a small reduction of $1000 or so will trigger a strike/contract offer. It is like "wiggling the lure" in … (103 comments)
selling homes: THE PRICE REDUCTION. A HOME SELLER'S BEST FRIEND...
- 12/07/09 08:41 AM
"If we lower our price, will we look desperate?" asked my client. "No. You will look like you want to sell your home..." Explaining pricing is a fundamental part of a Realtor's job. When first sitting with a potential seller, I show them the comparable homes: That are on the market. That have recently closed. That have come off of the market without selling. With the data before us, the client usually has a good idea of the reality of the situation... And they still want to price it too high... Fine. I find arguing with clients in poor taste as well as bad for business... This is why I make price reductions a standard part of my … (24 comments)
selling homes: WHAT WOULD YOU BE HAPPY SELLING YOUR HOME FOR TODAY?
- 09/22/09 01:24 AM
What would you be happy selling your home for today? I love asking that question of my prospective sellers. It always knocks them for a bit of a loop... Most would-be sellers expect me to start talking when we first sit down. Waving around page after page of statistics to educate them on pricing. I prefer to start with a question... What would you be happy selling your home for today? If I don't know what a seller will be happy selling his home for, how do I know if I can help him? Sure, most sellers are a bit unrealistic. Aren't we all... But at least it … (15 comments)
selling homes: WHEN A SELLER ISN'T READY.
- 07/22/09 03:19 PM
I listed a new home last week. It is beautiful... Bright. Clean. Big windows. Granite. Hardwood. Stainless. The works. Even smells good... One of the best homes in the neighborhood. Certainly the best one on the market... Priced right too. Sure, we are the highest priced home in the subdivision, but we are worth it... I have been working with a buyer in this neighborhood... Mr. Buyer is a nice guy. Wants a nice home. Willing to pay a fair price. Mr. Buyer decides to make an offer on my new listing, a very nice home. But Mr. Seller is hesitant and chooses not to respond to the … (17 comments)
This courtyard welcomes you. The plants are green and the sun is shining. It is bright and full of life. I want to take a look at this building...
Brrr. I get a chill looking at this picture. Is it a prison entrance? It looks cold and uninviting. If I am a buyer, I am probably not looking at this home...
I recently wrote a post that questioned the role pictures take in selling homes. After looking at the above pictures, it is pretty clear I was wrong... As you may have guessed, the above pictures … (24 comments)
I was referred a client about two weeks ago.
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