Okay....here is an obvious one that most of you do not understand or are scared to face...you must be completely honest with your clients and trust me they will appreciate this more than hiding the truth. When you are sitting down with your client listing their home it is crucial that you tell them what they need to do so that together you can get their home sold for the most money possible. Your job is to pick apart their home and tell them what to expect. If it is a buyer you need to level with them as to what they need to do to buy a house, save money, increase their credit score, get rid of their truck payment or whatever.
If their pink family room is not neutral enough and may deter potential buyers you must say....Paint the family room white or neutral and the cost is minimal. If there is a large stain in the middle of the Living Room floor let them know the estimated cost of replacing the carpet and suggest that they do it. If their loud obnoxious dog is always barking when anyone comes in the home you must say....Please take the dog out of the home anytime that a potential buyer comes through the home. Tell them NOT to be present during the showings!! If the house smells like cat urine....TELL THEM TO GET RID OF THE CAT AND FIX IT!! If the home smells like smoke....tell them that from this day forward do not smoke inside and FIX THE SMOKE ODOR!! Tell them their Kitchen is too cluttered!! Tell them the kids rooms need cleaned up for every showing!! Tell them that if they allow people to come through their home and it is not as pristine as possible...it is a reflection on how they maintain the other items in their home. For example it reflects how you maintain your furnace, gutters and other maintenance required items and utilities throughout their home....and it raises questions of problems the potential buyer will have to face if they purchase that home. Tell your listings that it is their responsibility to prevent doubts by potential buyers!!
At the listing appointment let them know that when the home is placed under agreement you will not be putting a Sold or Under Agreement sign rider on their yard sign because you are in the business of getting leads and you want as many from their listing as possible. Let them know exactly how your process works with just you, you and an assistant and/or you and your team, so that everything is clear throughout the process. Schedule your Open Houses right there so you know exactly in your schedule and in your clients schedule when they will take place. Since your loan officer is present establish a time line of when he/she will have your clients pre-approved for the home they are buying.
The best thing to do is have all of this information posted on your website or blog (great place to setup a website and a blog is through www.RemarkableAgents.Com ) for their easy reference so that there is no confusion. Your honesty in the beginning will alleviate headaches in the end.
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