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Is service or the actual sale of the home more important?

Is service or the actual sale of the home more important? Before you answer to quickly, answer me this question. How many times have you seen an agent get a person to resign with them when their listing expires because their service was great, despite the home not selling?

I had to wonder when I go after an expired listing and the people want to stay with the agent because they like the person and felt they were getting great service with this other agent, but are they really? Aren’t we here to sell the home? If we aren’t doing that, what service are we really offering?

Posted by Todd Clark (Broker) (503)524-9494 (Beaverton, Oregon Real Estate Expert) on 10/26/2009 03:33 PM

Comments (17)

Service When Selling in the Home Selling Channel

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17 Comments on Is service or the actual sale of the home more important?

OCT

Wow Todd!.

The enormity of such a short question, is incredible! Service without a sale is failure with a small "f."

A sale without service is unsatisfying and gets no referrals or future business.

As to when to go after expireds, as soon as your Board rules allow! "The early bird gets the worm!" I'd be much more concerned about what to say to the would be sellers. My rule is don't say anything about the former agent than "we don't do things that way." You never know they may love them.

May I ask an equal question? "Witch came first the chicken or the egg?"

"Wing it!"

Bill

Todd

Service is very valuable. One can be the nicest guy on earth but if someone needs to sell a home they need talent,sales finesse, and a game plan to accomplish it.

Some houses need more exposure time than one listing cycle...this is where service is critical. When the customer realizes this, they know that their best interests are being served. The sale will come as long as the service remains.

Boy that is a loaded question. I think both are equally important. I too prospect expired listings, and have had many owners want to continue with their agent, because they were getting good service. The agent was doing their job in promoting and marketing their property. I am not offended by this in the least. On the flip side I have had client in which their listing has expired and have resign with me because I am very proactive when it comes to marketing their home.

It really wouldn't be much of a sale without the service being behind it.

Todd, That has always been a pet peeve with me. It doesn't hurt my feelings, but makes me wonder what the agent says he will change to sell the property, that he has failed to do in the past...
Make this a great week,
Paul

Todd, we have seen it many times where the Owners resign with the same agent, even when we know that Agent is the type that just lists and leaves 'em, but they possess that winning personality and a great sales pitch.

Bill - I agree, never say anything about the previous agent, always go in pretending they are family! I usually just ask the question, "Why don't you think it sold?" That usually gives me the answer that I need to know what they are looking for and along with that it usually comes down to price, but sometimes not.

I agree with everyone, both are very important, but if you don't have a sale, have you really done a service?

Todd Clark - www.LivingBeaverton.com

Get the job done or it doesn't matter how good your service is.

It comes down to balance, good service should involve getting the job done.

OCT

Hi Todd..Both are in order, Customer want to feel good about working with you and Selling, both make a recipe for Success

Hi Todd- the ultimate service is the sale, but so much goes into it, especially in a challenging market and with a challenging property. I couldn't answer it for everyone, but for me it's the sale as the service is built-into my personality. I know that the same might be true for a lot of agents. --Sara

Im sure that service plays a large part in it, but sometimes customers just don't want to hassle with finding another agent. They stuck with the person this long, they don't know there is someone else better for the job (assuming the service is not good that is).

Now, Todd --- it is possible to do a good job and offer good service in our marketplace and still not get the listing sold during the original listing period.

Mama Liz

I have been looking at the higher end listings where the sellers often stay with the same agent forever (it seems) and I have been wondering what the agents say to keep the sellers re-listing? Also sometimes no matter what you do the house doesn't sell - meaning the sellers will not lower the price beyond a certain point yet the market keeps going lower, and lower and lower. ~Rita

OCT

Most of my listings are done for 30-60 days so alot of my clients do re sign with me. But yes getting the home sold is doing a good job.

OCT

It's amazing - all things being equal, people do busines with people they know, like and trust. All things being unequal, people do business with people they know, like and trust (I heard that from Jeffrey Gitomer). I'm flummoxed when I see a listing that's relisted with the same agent over and over. I'd really like to hear what that other agent is saying! I've recently taken the stand that if I haven't sold it in 90 days, those clients need a different realtor because they sure aren't listening to me or maybe they really don't want to sell.

Which leads me back to your question - I think providing service is getting the home sold.

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