My way of taking listings is no big secret, so let me share with you. In my past career as a bartender I learned some great skills such as listening to what my clients had to say, and paying attention to their needs. Learning early on how to use their body language to both their, and my benefit, proved a huge key to a successful career in the food and beverage industry.
Today, when I go to a listing appointment, the same thing holds true. I will typically have the client show me through there home while asking what improvements they have made, and what about their home makes it special to them. "THEN I LISTEN"! Most people are ready with an argument as to why their home is better than anyone else's. Don't forget, "PAY ATTENTION AND LISTEN TO WHAT THEY HAVE TO SAY"!
As we sit down at their kitchen table I may ask them what they think their home is worth. Most say they don't know and have called me to find the answer to that question. The reason I ask the question is that I want to be armed with all the possible information when I do my Market Analysis. What they expect to get for their home is definitely valuable information.
While at the table I may hear things like, "our bottom line", "we have to get this amount" or "we had the home appraised in December of '06 and it was worth X"
When I go back out to their home after constructing my analysis, I try soften the blow about past value gone by sharing the history of my own home. I had it under contract for full price in March or '07 and then had the buyers withdraw from the purchase as the media repeatedly told their listeners that it was a terrible time to buy, and that prices were "plummeting". When the offer was accepted at $230,000 that was the market value at that time. today my home is worth $159,000, and that may be optimistic. I let them know that I will do my best to meet their needs, but that if their needs are unrealistic they may be trying to swim up a waterfall.
I listen, I counter and I pay attention. My consumers need to fully understand why their needs are not realistic before they can go forward in a constructive manner.
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