A sign on the lawn, an ad in the paper ( or somewhere online ) and sitting by the phone waiting for buyers to call. Is this what it takes to sell a home? How about holding an Open House, because the seller knows that everybody wants to buy their home, and they will come in droves? Oh, what about putting one of those new fangled QR codes right on your sign so people can get all the info they need right from their Smartphones? No, it has to be because of the Brokerage you work for since they do say they sell 1 in every 3 homes sold in the entire world. Wait, sellers no longer need a Brokerage because of all those companies out there that will sell their home for $199.
Here's my list that I go over with potential sellers on a listing appointment. I'm not afraid to let them know there are 5 reasons a house sells, and to give them a feeling of responsibility for helping me sell their house.
1 - LOCATION
The location of the house is something I have no control over, and neither do they. It is what it is, and it is where it is. Location can not be changed. But, the right house in the right location at the right price will still make a house more salable. For every house there is a buyer, regardless of location.
2 - CONDITION
This is the one big thing the sellers are responsible for. I have nothing to do with the condition of the house. I don't live there. By keeping the house in 'show room' condition, and getting rid of the clutter and pictures of Uncle Bill and Aunt Edna, the house will be more salable to a potential buyer. Remove your junk so they that buyer can picture their own junk in your house. I have them imagine the feeling they get when they walk into a nice hotel that is clean, fresh smelling and free of clutter. That's the way I ask them to keep the house during the listing period. They are in control, and I need their help. The condition of the house will help make the house sell faster, and at times, for more money.
3 - PRICE
I offer suggestions and ranges, but in the end, it's their house and they are in control of the list price. I say list price because only the buyer is in control of the sale price they are willing to pay for the house. We go over comparables, the market, the neighbourhood, recent sales, average days on market as well as the competition on the market etc., and I give them advice on where the house should be priced to sell. We also take into consideration the location and condition of the house when finding the price point. But, since my interest in only 5% to 6%, the final decision is not mine. They are responsible, but I need their help. A properly priced house will outsell the competition any day of the week. I have yet to sell a grossly over-priced listing.
4 - MARKETING
This is where I come in. I am in total control of the marketing of the house. It is my job to market the house to the greatest number of potential buyers to get the sellers the most money in the least amount of time. It is my job to qualify the people I bring through the house. It is my job to know where the buyers are looking, and to make sure my marketing is where the eyes are. It is my job to get other Realtors through that house so that they can bring their buyers through so that we can get the house sold. I am in total control of the marketing of the house. We go over my 14 point plan, and I involve them by asking for their help. A well marketed house, when everything else is in order, will sell. That can not be said for a poorly priced home regardless of condition, location and marketing.
5 - COMMISSION
I show them what other Realtors are offering the selling Brokerage to sell their listing, and I ask them to offer a more attractive commission to the selling office. I don't cut my commission, so I'll only bring this into the equation if it's mentioned during my initial consultation. I find that if the sellers see the value in what I am offering, commission is never an issue.
It's not about laptops, iPads and Smartphones, designations, the car you drive or the clothes you wear, or even where you work. It's about pricing the home properly for the current market given the location and condition, and marketing it to the greatest number of potential purchasers to get your seller the most money in the least amount of time. It's just that some of us are better at this than others. Well, that's just the way I see it, anyways ;^)"
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