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A Time When Seller's Need You Most! Help Them...Help Yourself!

As a trainer we always seem to have a few associates who resists us! Maybe you might know someone like this. You know the one who sold millions is 2005 and in 2006 well they managed..... to doing little now.

Maybe there was training to be done but they decided they just didn't need it. Now it is so obvious that this training is a way of life....

"Gee shoulda, I coulda, but I didn't!"

"Midori, help me!" ... Now .... "I've got your attention!" I see, now you need me! Do you know anyone like that?

Sounds like a seller, doesn't it? But if a seller really understood the process today, do you think they would still think this way?

Help them understand....help yourself.

Real Estate Seller's need their agents now more than ever. Timeless tips for a less stressful ride.....

One of our main functions in a real estate transaction is PROTECTION. We provide the seller protection

Pricing a home correctly
Accurate Marketing Plan
Qualifying Potential Buyers
A Transaction Regulated by the State

The list of protection could go on and on...from Code of Ethics to Lockboxes. WE provide protection

Communicate with the Seller!

Update CMA every 30 days, without having them request it. Get yourself on a schedule and schedule it!
Base your business conversations on FACTS, your opinion sometimes can really hurt you and them.
Contact them every 10 days even if there is nothing to report. It may induce a Price Adjustment.
Get Realtor feedback but only make this promise if the house is priced right. Don't waste other's time if you know the house is overpriced or unsaleable.

Empathy, have some Empathy!

Realize big things are going on in this seller's life, they are making a move aren't they?
While real estate is extremely important to Realtors, I guarantee most seller's have something bigger to deal with.
Take the time and explain Real Estate in Civilian Language. VOE, escrow agent? Are you sure they know what you are talking about?
Don't be defensive when a seller asks a question, most often they are just anxious, anxious to sell their home and want to know what you are doing about it!

Be a Professional

Deal honestly and fairly and base your opinions on facts!
Walk away if necessary and do a service to your entire profession.
Train and master your art!
Honor the Code of Ethics

Now take professionalism to the next level

Practice listening and doing more rather than more talking. Listening may help you to sell the house just a little faster. Listen....really listen.
Contact your seller as well every 30 days via U.S. mail, with a recap of the month. Give full level professional customer service.
Not only train, educate and obtain designations. Do it now, while you have the time.
Work on updating your technology for 2008. ONLY 129 days until next year!

Now take it to uncharted territory...Rock this house!

Keep the seller on their mission. To Move! Have seller's refer to their home as property, condo, house. That is no longer their home, their home is their next destination. Words are powerful...buyer's it would be their home, investment or escape get a way.
Don't discuss buyer or seller vital information on a cell phone in a public place. You never know who is listening and what someone would do with that information. Privacy
Just say NO! I am so serious! Say NO to overpriced listings, unsaleable listings, unreasonable buyers...I can't say it enough....JUST SAY NO!
Rather than ridicule the way some agents do business, pay it forward! I know, "It's not my job man!" but keep in mind it's possible the two of you may do a transaction again! Why not make it easy on yourself next time!

One thing is for sure, Realtors that were active in the 80's and 90's have some very interesting and exciting war stories.

I know I do.

Maybe take the time and listen...Learn..you might be suprised as to what these seasoned veterans know.

The tricks for survival and how they managed to get through some trying times and continue to be in today's business.

For some this list is very basic and for other's you may be practicing it.

Make it a habit starting now. Make the last quarter count and be ready for 2008.

Posted by Midori Miller-Daytona Beach Florida Real Estate Trainer on 08/27/2007 07:22 AM

Comments (61)

seller, buyer, customer service, professionalism, pay it forward, midori, midori miller, florida, daytona beach, training, real estate

Originally posted at: Daytona Real Estate Training: A Time When Seller's Need You Most! Help Them...Help Yourself!

61 Comments on A Time When Seller's Need You Most! Help Them...Help Yourself!

AUG

2007

Hey there! You sure always have some great tips and info!

"Words are powerful" is what you said.

WooHoo for words! Thanks Midori...I have bookmarked to refer back to remind me to stay on track.

Thank You Sally! I am glad you found them useful! Thanks for stopping by and commenting........

Very good post. Ultimately, customer service is what it's all about. Unless every man, woman and child in America decides not to move over the next two years, we should be okay...if we keep our nose to the grindstone.

Midori, I have spoken to seasoned professionals in my area that have been in RE for 30 years, they all have agreed they have never seen a market this bad or long. Remember we in MI have been in a buyers market since 2001.

Midori, thanks so much for mentioning the power of words. I loved your comment "Have seller's refer to their home as property, condo, house. That is no longer their home, their home is their next destination. Words are powerful...buyer's it would be their home, investment or escape get a way." I had never though of this!

Midori- Another excellent post! Thank you for sharing your thoughts with all of us here. Again, you have really posted something that is of value to all of us.

Best,

Scott

Great Post! I have bookmarked it and subscribe to your blogs! Thanks!

Missy-I started in the early 90's, no 100% financing...as a matter of fact your choices, FHA, VA, Conventional. The interest rate was 10% in a buyer's market. When I started I joined Floyd Wickman....that is how I made it back to basics.

My broker sold in the 80's, interest rates were 13% I know I bought my first house then. Again, rough economy. I am not implying that any of the markets are easy are hard. All that I am saying is don't worry about the market, use the energy for building more business. I can't focus on what's bad about our market but what I can do is arm myself to be prepared for next year and have best last quarter ever! I appreciate your feedback and it's always a pleasure!

Chris-thanks for stopping by and commenting. Yes customer service and then if you do it right...future business will follow. See you on your post.

Thank You Annette-I used those same words on my mother. She will tell you too....My home is in Alabama and I need to sell the house in Pompano. Words do make a huge difference in how people feel. Glad you found this post useful. Thanks for commenting and I will see you on your post.

Scott-my pleasure...glad you found it useful. See you on your post and I do really appreciate you commenting

Christine-Thank you and I feel flattered. Look forward to getting to know you and I will see you on your post!

AUG

2007

Midori - great info and very timely - I've bookmarked it to fully execute! Thanks

Cyndee-Thank you and happy you found it useful....

Good post. You are so right about the LISTENING part. I think we as Realtors, talk WAY TOO MUCH and don't take the time to hear our client's perspective.

Great Post and I Like the term Rock this house.

This post is very timely. As an old war veteran of Real Estate in the late 80's to the present, I find the same situations popping up now that I had to deal with 15 Year ago in our last market correction. It's the same old stuff and this too shall pass.

Great post thanks !

Midori - Excellent reminders. This is the type of information we need to look at periodically to make sure we are on track.

Al-Can't agree with you more. We need to LISTEN more and speak less...we can learn by listening. Thanks for commenting and see you on your post.

Rebecca-Yes lets RRRRRRock it! Seller's love it! Thanks for stopping by and commenting

Debbie-Yes, then you understand what I am saying.....lets not focus on what is bad....Lets DO! You go girl and congrats. you have been in some tough markets. Thanks so much for you comments and I will see you on your posts!

Melissa-You're welcome....see you on your post

Jennifer-Hey Girl, so happy you stoppped by. Thank you...I actually print this stuff out and give to associates from time to time. See you on your post my friend....

Midori you need to print this post and staple it to their fore heads! Timeless tips that never change. Well done Midori.

GREAT post! A comprehensive reminder even for those of us who experienced the 1990's!

Great Post! Success starts from within. Get ourselves moving.. Thanks for reminding me 129 days left! Time really flies

An excellent post, Midori!!! Sellers are so bummed right now, they really do need all the help from us that we can give them. Thanks for this.

Midori, Powerful post!! Copies will be distributed to our agents. I have been selling real estate since 1976. And boy, did we see a rock bottom market in Alaska in the 80's. Yes, the war stories are there. Yes, we hope we don't repeat those times. Yes, we are still selling properties and keeping our clients appraised of the market so together we can make good decisions. It may be tough, but if it was easy anyone could do it. Thanks for the training.

What a super post! This is one of those I will print out and use as a reference and motivation. Excellent - why would anyone not attend training?

Great points. If we followed this advice to the letter we'd all be hugely successful & life would be much easier - thanks for the reminders again!

Really helpful post Midori. Each time I see something like this it reminds me of things I may have forgotten or just lost focus.

As always... another excellent, well presented post Midori. Speaking from the consumer's point of view i can really relate to most of what you wrote, especially "Take the time and explain Real Estate in Civilian Language. VOE, escrow agent? Are you sure they know what you are talking about?"...

Selling a home is stressful enough without adding confusion into the mix. We don't need the industry lingo to add to the other stuff we're dealing with.

I have a post ready to be put up regarding resilience

I think that there are a lot of people who are about to exit this industry that thought it was easy money because of the boom

I even know people who have just gotten licensed!

if you're bored and don't have enough business... keep up on your education. Learn what you can and market yourself!

Bryant-I can't agree more. We really need to take these tips and use them. Thank you for your comment.

Diane-I say never ever forget your roots! The reason why I look at the business the way I do, I went through the 90's, it wasn't easy but I did it! Thanks for stopping by and commenting.

Lori- You aint kidding. time is flying by! Thank you so much for your comment and I will see you on your post.

Kat-Hi, thanks for stopping by. Yes, seller's are bummed ask my mom! While Neal is doing everything he can, it doesn't matter.....she is still bummed and will continue to do so until she can make her home in Alabama. Will see you on your post and I really appreciate the comment!

Ruth-Wow, Alaska, can't even imagine! See you are one of the pro's I am talking about who has seen it all! Thank you for the compliment and I really am happy this will be used! See you on your post....my friend.....

Gary-Thank you.....Keep on keeping on, right? No excuses just do it! Thanks for stopping by...always always a pleasure.

Hi Susan-yes we need our reminders, sometimes I think our emotions takes away from what we are trying to achieve. This country saw tougher times in the past....we just need to be tougher...and armed with knowledge and skill. Just a reminder of why we are in the business in the first place.

Bill-We all loose our focus....just like seller's do. Nothing wrong with getting reminders. Even I need them. Thanks for commenting..

Midori,

I am the GM of a real estate office and training is a major portion of my day. May I hijack your post for education purposes?

We teach many similar ideas, but this is so well put together!

thanks much,

Dave

David-Can't wait to read it! In our area only 40 realtors have recently gotten out of the business. I say get yourself armed, do what you have to do to be successful...that means do more! Thanks for commenting and I will check out your post.

Marti-Its funny to me that we expect the seller to know terminology of real estate. Why did they hire us in the first place? To help them understand. It's our jobs plain and simple so just do it! That is what I say. Thank you so much for stopping by and commenting.... I say treat a buyer or seller the same way you want to be treated as a buyer or seller. It's that easy....

Outstanding, this is a great piece of material.

Hi David-Feel free to use anything that I have...I love it....thanks for commenting and I will see you on your post.

Rachel-Thank you so much for commenting and I will see you on your post.

Some really excellent and pertinent reminders here. I've noted a few of your suggestions for dealing with sellers. I already practice the 'just say no' tactic and I can't stress enough how important that is - especially as things slow down. Sounds counter-intuitive, I know, but it's more important than ever to maintain our standards.

Gave this a high 5!

Very useful post. Thank you.

Midori,

I think I just learned a few things here, I like your post layout, and I appreciate your advice, it will help out everyone..

Tom Weiss

Thanks for your great words, a good reminder to us all, especially about education, I always feel I need more.

Midori what powerful words of wisdom. A recipe for success, payed foreword! Thanks for your post!

love the post

Jennifer-Thanks for your input and happy to hear you are one of the few realtors that Just Say NO! Thank you so much for commenting and I will see you on your post.

Hi Tom-Hows biz? Thanks for stopping by and commenting. I say print and save for future reference. I will see you on your post!

Michael-You cannot believe how much training I do.. I am actually sitting through a class with Kim Dickey of First American and I have already been through the class once before. I love training....that means new ideas....more creativity and less worry. Thanks so much for commenting and I will see you on your post.

Prettyy funny analogy huh?...I wonder who is going through that:)

Diane-Hi, thanks so much for commenting and I really appreciate you! I was on your post briefly this morning....WOW....no worries I will be back to comment. Thanks again.....

Joshua-Thanks for the comment and I will see you on your post.

Listen Neal the Real Deal....I am probably your biggest fan....well maybe your family but you are doing such a great job and we really appreciate it! Now let's get er done.....ooops...SOLD!

Good point. As helpers of sellers and buyers we are really their teachers and consultants. The reality is that they know the drill, if they just look inside at their own motivations. Asking them questions that allow them to discover what they already know can be very effective.

Good luck

These tips are right on the money for the market we face and in educating our sellers we truly do help ourselves.

Whew! You have some great stuff here, you wrote it in a manner that it is easy to read. Funny I just tried to write something along these lines about increasing your skills and knowledge base -- especially in negotiations. Bookmarked.

Don-Thanks for your comment. Not all seller's know what to do or expect....you said it yourself we are teachers and consultants. We are the experts so its our job to help determine their motivation. The truth is if they need to sell then sell and if you don't.... wait!

Victoria-Thank you for your comment, see you on your post!

Hi Rosemary-Thanks for your kind words. I would have loved to read your post. Yes negotiations would be a good one. See you my friend.

Midori,

You Rock!!! Keep on posting and I will always be back...

Tom Weiss

Midori,

Pretty powerful post , excellent advice! Its funny how those war stories I heard so many times from my former broker mean so much now, I was listening! Thanks, Midori :)

Tom-Thank you and right back at you! See you on your post.

Suzanne-Thank you...yes I have heard some and been part of some! It seems real estate runs in full circle. Kind of like a clothing style it was fashionable and then 10 years later its fashionable again. Thanks for commenting.

Keep the seller on their mission. To Move! Have seller's refer to their home as property, condo, house. That is no longer their home, their home is their next destination. Words are powerful...buyer's it would be their home, investment or escape get a way.

I have to repeat it too...and I will memorize it! Thank You

Good words Midori. Enjoyed.

AUG

2007

Joan-Happy you found this useful. Thank you for stopping by and commenting.

Alan-Thank you...see you on your post.

Good Job Midori!

Congrats on your gold star! GOod advise in tough times and it will help a lot of people.

Hi Allison-thank you....glad you found this useful....

AUG

2007

Midori, thanks for the great blog. I just hired a coach and I know that staying ahead of the curve is key in any business.

Midori, Educating our sellers in the pricing process is an important service to them. Overpricing a listing causes frustration to the sellers the agents and the buyers. Those of us who are veterans (30 years) have seen the results when properties are well priced.

Frank-Thank you...yes a great coach is very important! I think sometimes its more of an effort to stay motivated and inspired. thanks for commenting.

Pat-You are not kidding.....congrats, 30 years, incredible! Yes even in the 90's the concept was still the same. While many things have changed throughout time...price properties correctly....timeless. Thank for commenting.

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