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Using Your Powers of Observation to Sell Homes (Listings)

By
Real Estate Broker/Owner with Austin Texas Homes, LLC 453249

 

When I am on a listing appointment with someone that I haven't met before, I try to glean as much information as possible about the sellers while they are showing me around the property.  I like to hone my skills of observation each time.  Here are a couple of tips that have worked well for me over the years.

 

 What types of books are on their bookshelves (assuming they have them)?  Maybe they are huge Stephen King fans or maybe they are do-it-yourself fanatics.  Perhaps all of their books are sci-fi novels, or maybe they have 20 Bibles.  Whatever the case, you can tell a LOT about people by what they choose to read, or at least to display. 

You can probably figure out how they voted in the last election, what their strongly held beliefs are, and whether they are big readers.  I actually like to look at bookcases when I am looking through a home during a listing appointment.  Later, when we are discussing the market analysis, I can mention casually that "I noticed you have that book by ______ about _______".  If I have read it, we have an instant connection.  If I haven't, but I am interested, I will ask for a brief review from them.  You can use the same technique with movies or with CD's in their collection.

 

What is on their fridge?  Is it photos of their kids?  Photos of them?  Menus from favorite restaurants?  Vendors that they have used?  Whatever the case, you can learn about their values by looking here.  Obviously, I am not advocating that you alter your priorities to suit the situation like a chameleon, but it's perfectly fine to look for things you might have in common with them.

 

What is on the walls?  Often, you will see something that you can latch onto and talk about (interesting artwork, sports memorabilia, their wedding picture, etc.).  Pay attention and you will reap the benefit.  Maybe you share a love of the same sports team or artist. 

 

If you want to score a few extra points, take note of some small repair or cosmetic item in need of work, then bring it up casually during your discussion with them.  It's not to put them on the defensive, but rather to show that you know this business and you understand what it takes to get it sold.  Don't ever be afraid to be upfront and honest about de-cluttering or cleaning the home.  Top agents understand this - that's why they are top agents! 

 

I personally love getting homes professionally staged.  If you can find one in the sellers' budget (or in yours, depending on how you decide to handle it), I would highly encourage this.  I have several recent stories that I can share regarding the success of staging and how it directly affected the sale.  If the home is already in pristine condition, just get it listed and sold!

 

Do you have any tips that you would like to share?

Copyright 2007   Austin Texas Real Estate

Posted by

 

If you're looking for a home in the Austin area, you can also visit my primary website at www.austintexashomes.com.  Thanks!

Comments (17)

Gary Miljour
American Financial Network, Inc. NMLS#207208 - Southern Pines, NC
Mortgage Originator NMLS Licensed in AZ and NC

Jason,

Its funny how we learn a lot of things about our clients by observing and listening. 

Great Post, 

 

Aug 29, 2007 05:30 PM
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE
I too learn a lot. One listing I had a couple of years ago....well, let's just say I knew I was going to be chopping california grass and painting. This guy didn't want to do anything....As Is he says. Now, with others thes tips/pointers will be very helpful. Thanks!
Aug 29, 2007 05:35 PM
Jason Crouch
Austin Texas Homes, LLC - Austin, TX
Broker - Austin Texas Real Estate (512-796-7653)

Gary - Thanks again for your comments.  I am hoping to write a similar post about buyers. 

Sally - Some people are certainly harder to reach than others.  Sometimes I choose not to work with those types - I try to take it on a case-by-case basis.  Thanks very much for your comments. 

Aug 29, 2007 05:40 PM
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes
We can all learn so much form observation. It's a good way to learn without having to ask some questions.
Aug 29, 2007 06:17 PM
Jason Crouch
Austin Texas Homes, LLC - Austin, TX
Broker - Austin Texas Real Estate (512-796-7653)
Bob and/or Carolin - Absolutely.  It saves time, in my opinion.  Thanks for your comments.
Aug 29, 2007 06:20 PM
Adam Waldman
Westcott Group Real Estate Company - Hauppauge, NY
Realtor - Long Island

Jason - I think that the other thing that can be done is casually interview them about why they want to move, what they love about their home, what they'll miss, where they're going?  As long as you keep asking questions about THEM you are in good shape.  Avoid turning the appointment into an infomercial about how great you are and why they should use you.  The most important things that they want to know about you are: 

[1]  How much do you think that I can get for my home?

[2]  How fast can we get my home sold?

[3]  How can we do this with the least amount of disruption to our lives?

Remember, the only thing that they generally want to know about you is what you can do for THEM!

Aug 29, 2007 06:47 PM
Jason Crouch
Austin Texas Homes, LLC - Austin, TX
Broker - Austin Texas Real Estate (512-796-7653)
Adam - You are 100% correct.  I always attempt to keep it focused on them, whether it is buyers or sellers that I am helping.  By the way, I can't believe you are still up!  I thought I was up late tonight.  Thanks for commenting, man.  Let's talk tomorrow if you have time.
Aug 29, 2007 06:51 PM
Adam Waldman
Westcott Group Real Estate Company - Hauppauge, NY
Realtor - Long Island
Jason - I'm upstate at my in-laws.  I'll give you a call when I get back.  I did sleep for a little while before waking and blogging.  Kind of different than the college days ;-).
Aug 29, 2007 07:03 PM
Brian Block
RE/MAX Allegiance, Managing Broker/Branch Vice President - McLean, VA
Northern Virginia & D.C. Real Estate

Jason, great post.  I'd like to add that you can use this with your buyers while exploring homes as well.  Perhaps your buyers have something in common with the sellers (read the same books, watched the same movies, traveled to the same places and bought the same fridge magnets).  As an avid reader, I'm always looking at people's bookshelves.  I often bond with clients, buyers and sellers by mentioning a favorite book that we've both read.

2 years ago, I had a university professor and government spook/CIA type guy purchase a home.  His main criteria was that there was room for his books.  I thought he was kidding -- but then I went to his housewarming party and saw his collection spread throughout the entire home.  He had more books than some local library branches, sorted by topic and he'd read them all! 

Aug 29, 2007 11:30 PM
Diane Velikis
Coldwell & Banker Busch Real Estate - Luzerne, PA
Luzerne County Real Estate
Good pointers Jason! Very good comments as well. Thanks for the tips
Aug 30, 2007 12:39 AM
Tom Burris
NMLS# 335055 - Baton Rouge, LA
Texas/Louisiana Mortgage Pro - 13 YRS Experience

I like your use of observation. Mentioning the kids pics is a good repore builder.

If I meet at someone's home or office, I look for something to comment on. Big fish pic, pet pic, kid pic. whatever.

it works

Aug 30, 2007 03:14 AM
John Evarts
Classic Property Management of Santa Clarita - Santa Clarita, CA
Jason, great tips. I actually have not (consciously) used those techniques before. I am going to give it a shot.
Aug 30, 2007 05:59 AM
Jason Crouch
Austin Texas Homes, LLC - Austin, TX
Broker - Austin Texas Real Estate (512-796-7653)

ADAM - Sounds good. I will talk to you soon.  Enjoy the remainder of your visit.

BRIAN - I was actually hoping to write a "buyers" version of this post as well.  I tried to combine the two in one post, but it seemed forced and awkward.  Thanks for sharing your story.  We actually have tons of books at our house also, but I haven't read them all.  It is almost impossible for my wife and I to take the kids to the bookstore and leave empty-handed.  Usually, we end up with something for everyone.

DIANE - Thanks for reading my thoughts.  I'm glad you liked it.  I hope you are able to use these ideas.

TOM - Good job - it sounds like you are a natural "people person".

JOHN - Thanks for commenting here.  I hope you are able to use these ideas to help your business grow.

Aug 30, 2007 08:15 AM
Alan Kirkpatrick
Austin Texas Homes - Round Rock, TX
Alan in Austin

There is another mug starting to appear all to often on active rain blogs. It is a friendler one a more Mclovin one.

Good article. nice insights for sellers.

Aug 30, 2007 08:48 AM
Jason Crouch
Austin Texas Homes, LLC - Austin, TX
Broker - Austin Texas Real Estate (512-796-7653)
Alan - Thanks for commenting here.  Glad you liked it.  I think I may write a similar post for buyers.  Talk to you soon -
Aug 30, 2007 09:06 AM
Doreen McPherson
Homesmart ~ Scottsdale ~ Tempe - Tempe, AZ
Phoenix Arizona Real Estate ~

OK Jason, I'm going looking for the buyers post.  :) 

This is great information.  Building rapport, that makes such a huge difference. 

Sep 07, 2007 07:21 PM
Jason Crouch
Austin Texas Homes, LLC - Austin, TX
Broker - Austin Texas Real Estate (512-796-7653)
Doreen - I was actually planning to write it in the next couple of days.  Keep an eye out for it.  If you subscribe to my blog, you will see it as soon as it hits the pages here.  I am glad you liked this one.  Thanks for taking the time to read and comment on it.
Sep 07, 2007 07:23 PM