Here’s one of the dirty little secrets of Real Estate 2.0. In many ways, we’ve done a terrible job of taking clients along for the ride.
Buyers have adapted to the changes as technology has simplified their end of the bargain. They can search for homes whenever they choose just by opening a web browser. But for most sellers, it seems real estate technology is an excuse not to work hard on a sale.
So what have we taught our clients, particularly our sellers? Consider this a Realtor’s list of sins, al chait shechatanu levanecha …
We have taught our clients that open houses matter, that open houses sell homes, when in reality 99% of all open houses are staged by agents looking either to pick up some buyers or some neighborhood listings. And we predicate this myth with “I just sold a house at an open house a couple of weeks ago.” Sure you did.
We have taught our clients that extra frills such as property books inside the home will be the deciding factor in selling a home. Property books, with a copy of the Sellers Property Disclosure Statement and information on local schools, can be invaluable. But you have to get buyers in the door first, and in focusing on the in-house extras many agents skip past how they’ll get buyers into the home in the first place.
FOR THE FULL ARTICLE, PLEASE VISIT DALTON'S ARIZONA HOMES BLOG
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You are competing with those agents that do these things. In this market clients need reassurance that you are doing the best thing for them, and now is not the time to tell them these things are the fluff to get their business.
These things are also the justification for your assistants. If you stop you don't need them, or the justification is very expensive.
The market comes back. It always has over the past 30 years.