If you are unfamiliar with the neighborhood for your next listing presentation, take the time to drive through the neighborhood making notes about what is going on there and do some research on it before your appointment. These notes can be very important in helping you represent your seller effectively.
A good understanding of their neighborhood and the homes on the market there including the FSBOs in their neighborhood helps you share your knowledge and show your professionalism. (If there are some FSBOs, go to the door and introduce yourself and explain that you would like some information about their home to share with future prospects.) Your sellers are going to be more familiar with the homes in their neighborhood so you ought to be familiar with them too.
Your sellers need to understand that they will be in direct competition with all the homes for sale in their neighborhood and the ones that recently sold will impact their market value too. This shows that you a professional and very knowledgeable and this will help you know more about what they expect because you are knowledgable about the market in their own neighborhood!
Calculate the absorption rate for them too so they can see how months of inventory are on the market for homes in their price range. This can help in determining the correct price.
In this market, it is good to know what homes like theirs are renting for too and how many rental properties are in their neighborhood!
Hope these ideas help.
Posted by Sam Thompson
Senior Loan Officer
Southern Trust Mortgage - 910-852-9415
Helping you GROW your business!