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:
Attached 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.
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