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The Common Denominator that Made You Win the Listing!

By
Real Estate Broker/Owner with Home Buyers Realty, LLC-Manchester, Bolton. Vernon,Ellington 0788174

Did you feel exhilarated and proud when you found out you got the listing especially when you knew before the decision was made that you would be up against other two agents?

 

How Do Sellers Choose their Listing Agent?

I asked my sellers the question, "What made you choose me over the other two agents?" each time the great news was delivered to me.

 

The most consistent key factors are:

1) Market Knowledge

2) Marketing Ideas

3) Confidence

4) and Honesty

 

Market Knowledge: If your sellers asked you about what the local market is like, how do you respond to this question? I don't answer with "Geez, the market is great. Houses are selling fast." I don't describe the local market in general. Instead, I show them data about the market landscape specific to their property. You would not talk about inventory turnover of 1200-square foot home when their house is 2000 plus square feet. Would you?

 

Marketing and Marketing Ideas: To most sellers, evangelizing where the property listing will be populated may sound redundant. It no longer strikes a savory music to their ears. Moreover, the sellers don't buy anymore the sales pitch "because we are big, we have more agents to sell your property."

 

Sellers WANT  to hear your input on how they can make their home more saleable. They are hungry for your ideas to get their home "Ready to Show and Sell."

 

Confidence: How you carry yourself would either show your confidence or lack thereof. The price and brand of your sartorial pick for your interview do not cast confidence over your whole being. Some people exude confidence without trying hard. They have built this through practice and experience. Preparedness and knowledge boost confidence. The sellers watch your tone, gesticulations and facial expressions.

 

Your confidence in yourself will reveal itself. Don't be superficial. Be Yourself.

 

Honesty: Do you speak what you think and not what the sellers want to hear? This may sound like a broken record but this record will not stop playing because in life's tapestry, be it trivial or extensive, "Honesty will remain the best policy." Don't let the sellers' unrealistic and far-fetched expectation lead you to the crevice of your own fall. Be upfront and straightforward.

 

There may be other factors or key elements that make you win your listing. But the last listing I won over the other two top producing agents will be very special. It is not only because of the four key elements I mentioned above. It is because of this one COMMON DENOMINATOR the sellers and I have in our life.

 

Below is a portion of the email that the lady seller sent me:

 

DobermansAttached is a pic of Duke (black/rust) with Penny (red/rust) Duke brought you into our lives :) for the love of Dobermans.

 

And the doberman below is my baby. The owner and I met when he was walking Duke along the street of Manchester. I stopped the car I was driving to ask the owner about his doberman. It is very rare these days to see a doberman in our area. So for me, it is such a delight to see someone with this beautiful breed. A brief chat ensued and then I handed him my business card.

 

That happened last year. Three months ago, I got call from him. We are expecting to close this week. And our story began because of our doberman.

 

 

Posted by

        Maria Gilda Racelis 

      "I Always Strive to Make a Difference."

         Serving Hartford, Tolland and Middlesex Counties

Phone: 860-995-9473

Email: mariagracelis@gmail.com

mariaracelis.com

 

 

 

 

 

 

Comments (14)

Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

local knowledge on homes and have a list of potential buyers...

Seller do not shop around interview that many agents unless they feel uncomfortable with the first agent.

Oct 12, 2015 03:00 AM
Maria Gilda Racelis

Hi Sam Shueh . Sellers actually would tell me beforehand that they will be interviewing 3 agents or more.


I think it is not unusual for the buyers and sellers to interview agents before committing.


Thanks for stopping by.

Oct 12, 2015 10:06 PM
Sybil Campbell
Fernandina Beach, FL
Referral Agent Amelia Island Florida

Hi Maria, It sounds like you are very good at listing presentations.  Have a great week.

Oct 12, 2015 05:40 AM
Maria Gilda Racelis

Hi Sybil Campbell . Thank you for your nice comments.


Have a great day.

Oct 12, 2015 10:04 PM
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi Maria, all valid reasons how sellers choose their listing agent, for me the most important one is honesty. 

I LOVE Dobermans, can have a house full of them if I can!

Oct 12, 2015 05:52 AM
Maria Gilda Racelis

Hi Beth Atalay . Doberman is my baby. I have four dogs but just one dobbie. He is 11 years young now. He sleeps on my bed since he was a puppy. We are tight :)

Oct 12, 2015 10:03 PM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Maria those are four winning qualities and you have an abundance of all four.

Oct 12, 2015 09:00 AM
Maria Gilda Racelis

You are too nice George Souto . But I know you won't lie.

Oct 12, 2015 09:59 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Maria, I am lucky to not have to "interview" very often, but when I do, and come away with a fabulous listing, you have to know why.   Great post.

Oct 12, 2015 12:58 PM
Maria Gilda Racelis

Hi Joan Cox . I can count the interviews with my two hands. I did not get a couple but I was not sad about it. I was glad I did not get them after watching how they lingered in the market for two years.

Oct 12, 2015 10:01 PM
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

Good morning Maria. Wonderful post, you have a very clear understanding as to what it takes to get a listing these days. You shared what continues to work for you.

Your babies look great!

Oct 12, 2015 08:27 PM
Maria Gilda Racelis

Hi Joe Petrowsky . Correct. Those are my lovable babies..


Thank you Joe. Have a great day.

Oct 12, 2015 10:02 PM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Hi Maria.  Congrats on getting the listing.  he sellers were wise to recognize those qualities that set you apart and above the competition.

Oct 12, 2015 09:15 PM
Maria Gilda Racelis

Thank you Gabe Sanders . See you soon.

Oct 12, 2015 09:58 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Maria Gilda Racelis,

Excellent post! Market knowledge is crucial as your other 3 points. Congratulations on your new listing!

Oct 12, 2015 09:45 PM
Maria Gilda Racelis

Thank you Dorie Dillard . You are great in what you do.. both aspects.. listing and buyer representation.

Oct 12, 2015 09:58 PM
Ginny Gorman
RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate - North Kingstown, RI
Homes for Sale in Southern RI and beyond

How about I need the money, Maria and I will work my a$# off for you>! Does that work sometimes?

Oct 12, 2015 09:49 PM
Maria Gilda Racelis

Hmmmm... Ginny Gorman . I may have to try that pitch.

Oct 12, 2015 09:57 PM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Those common denominators give you an open door. Glad you walked through it and will soon be at the closing table, Kat.

Oct 12, 2015 10:39 PM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

All great attributes and I am sure they are why you end up getting the listings over other Realtors!

Oct 13, 2015 02:29 AM
Jeffrey DiMuria 321.223.6253 Waves Realty
Waves Realty - Melbourne, FL
Florida Space Coast Homes

So true on all accounts Maria. I would also add my sparkling personality and engaging wit...haha

Oct 13, 2015 10:22 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Maria, I know you use all your tools to secure the listings, and SELL them.   Hope you are enjoying a great weekend!

Oct 17, 2015 01:55 AM
Wayne Zuhl
Remax First Realty II - Cranford, NJ
The Last Name You'll Ever Need in Real Estate

Love the Dobermans! We once got a listing because we have a pit bull :)

Oct 17, 2015 10:59 PM