The simple answer is YOU DON'T !!!

That's right, I said it, you don't tell them their home is worth less, if you do you become apart of the message. If you are the message or even the messenger, you are going to be held accountable for the information. I am a firm believer that you need to learn the fine art of showing your client the information and letting them figure it out.

There is an old saying, YOU CAN LEAD A HORSE TO WATER, BUT YOU CAN'T MAKE THEM DRINK...

If you attempt to take the glass out of the cabinet, poor the water, and bring it to the table, most clients are going to get very upset because they already know where the glasses are, and if they wanted the water they would have go it themselves. How does this translate to the subject at hand? You need to show them the glass, show them the water, describe the temperature, and explain how refreshing the water is... Before you are done the client will ask you for the drink and you will not even have lead them to it.

What I do is I take all sellers on a tour of their own area. I show them all the homes:

1.    That have FAILED to sell (Expired or Withdrawn) and explain how much they were asking (this is powerful)

2.     I next show them the homes that did sell and explain how they compare to the sellers home.

3.    Last I show them all the homes that are currently on the market they have to compete with.

Now I know that you all say well we review all that at their table with the CMA we do... I say...

SO WHAT???

Those are just numbers on a page, but a picture is worth a thousand words, and a picture in their own area is worth a fair listing price.

Richard

 

Should we change the system???
09/04/2008
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DISCLOSURE, this blog is to open conversation only. Some of my recommendations are to "stir the pot" and get us talking as a group. So don't get mad and write flame mails to me… ***** BLOG ***** What is wrong with our… more
What shoul it take to get your license??? PART THREE
09/02/2008
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OK, I have gone on and on about the problems, now the solution. It is simple, REALTORS are rated the worse profession in almost every survey because of a lack of training. We only pay $2000 and 120 hours and we are good to go… It should… more
Too Easy to Keep your license??? PART TWO
09/02/2008
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There are too many HACKS in our business, and why not, it only costs about $1500 a year to maintain. If you sell one $200, 000 at an average commission of 3% (no anti trust issue here, just an AVERAGE, don't freak people)… You only need… more
TOO EASY TO GET LICENSE??? PART ONE
09/02/2008
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I think that it is too easy to get a license to sell Real Estate. Here in Nevada it is simple 90 hours of “pre-license” class room training State Test (40 questions) National Test (80 questions) Finger Printing and… more
Make a change… Get ready to vote!!!
08/29/2008
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I read so much about peole that complain about McCain or say that Obama is not ready… I ask, are you ready to get involved??? Does not mater if you are a GREEN, a RED, or a BLUE (or some other color), America need your vote… November 4th is… more
Is your Rental Home in FORECLOSURE?
08/28/2008
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Too a many renters are being evicted with no notice because the home they are in has been foreclosed on. As a renter you need to be educated and you need to stay on top of it each month. It only takes a few months from the first filing of… more
What is driving the market, FORECLOSURES or SHORT SALES??? You might…
08/28/2008
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I just wrote a blog on taking the Short Sale or Not and I got to thinking… Do agents really understand and disclose to their clients what Short Sales are doing to the market??? THEY ARE KILLING IT!!! Look at this: Homes for… more
Take that short sale listing or not???
08/28/2008
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SHORT SALES THE CURSE OF OUR CURRENT MARKET The market is cursed with way to many short sales. I my not be popular with this blog, but people get a clue. The nation wide statistics say that far less then 10% of short sales ever close… more
Set that appointment to meet your clients time… OR NOT???
08/28/2008
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OK, you have a potential client that wants to meet, so you go to set a time that works best for the potential client right??? WRONG By doing that you set a tone that you are there to jump hops and that you are at there whim. You… more
 
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Richard Foster ABR/M, CREN, CRS, GRI, RRG, SFR

Green Valley, NV

More about me…

Elite Realty

Address: Las Vegas, NV, 89123

Office Phone: (702) 837-6686

Cell Phone: (702) 521-5675

Email Me



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