Unforgettable, that's what we are...

By
Real Estate Agent with Hallmark Realtors 0790808

The things that sets Team Zuhl apart from the crowd, our clients tell us, is that we are able to be real professionals while still being "real" people.

 When a would-be home seller approaches us, we first determine if they are, in fact, ready, willing, and able to sell their home. Then, we hit them with the one-two punch.

  • Our pre-listing package is very visual. In many cases we will take a picture of the home and have that on the front of our marketing materials for when we meet with the seller.  We have sample flyers and other marketing pieces that we present when we meet with them.
  • Our listing presentation is data driven. By the time prospective sellers have reached out to us, their decision is usually made and they don't need or want an emotional sales pitch. They want facts - they want to know what percent of the local market we list and sell, they want to know what percent of our listings sell and at what percent of list price they sell for. They want to know how many showings we typically have per week, how long it takes to get an offer, and, often most importantly, how much we think their house is worth.

 

The follow up depends on what we've learned about our clients during the listing presentation. 

Two Notable examples:

 

The Strawberry Shortcake approach: At a listing appointment a few years ago,  Jean and the wife (stereotypically) talked about bakeries while the husband and Wayne talked stats (embracing our steak and sizzle reputation). The wife waxed reminiscent about a strawberry shortcake she had had years ago from a bakery in Bayonne. One phone call later told us that the bakery was still in business, still made strawberry shortcake, and was happy to deliver it to her the next day. We got the listing. We use the same approach when a homeowner indicates a type of candy or flowers they like, or even a book they're planning to read. The key is to listen.

 

The Helpful Hand approach: It's not unusual for would-be home sellers to share their needs - they need to get the roof repairs before they list their home, or they need to hire an estate sale specialist to help them declutter, for example. In our Thank you note the next day, we include our referrals for the services the homeowners indicated they needed along with an offer to make the phone calls for them. Again, the key is to listen!

 

 

This blog post is an entry in the Active Rain Contest: Share Your Out-of-the-Box Seller Follow-up Strategies.

 

 

Posted by

 

 

 

~ Wayne & Jean 

Union County, NJ - a great place to live and work!

If you're looking to buy or sell a property in Union County, call us at 908-917-4189 or email TeamZuhl@gmail.com.

 

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All opinions, information and data provided is deemed reliable but is subject to errors and omissions. Not intended to solicit other Brokers' clients. We cooperate with them fully. 

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Topic:
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Tags:
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Rainmaker
201,015
John Wiley
Jones & Co. Realty - Cape Coral, FL
Lee County, FL Real Estate GRI, SRES,SFR,PSA

Wow, thanks for sharing your great approach to working with the consumer.

One word jumped out at me-LISTEN. When we listen, we learn. You listen, learn and make full use of what you learn.

Great job!!

Aug 12, 2016 08:56 PM #7
Rainmaker
851,054
Kat Palmiotti
Better Homes & Gardens Rand Realty, Monroe NY Real Estate, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

It's amazing what we can find out when we listen!

Aug 12, 2016 09:36 PM #8
Rainmaker
1,699,723
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Listening is a lost art. Smart of you to sharpen that skill. I'm imagining how happy that woman was when the shortcake arrived!

Aug 12, 2016 09:49 PM #9
Rainmaker
411,955
Terry McCarley
REMAX Realty Team - Cape Coral FL - Cape Coral, FL
REALTOR, SRES, CDPE - Cape Coral, FL

Great advice!  God gave us 2 ears and 1 mouth for a reason!

Aug 12, 2016 10:38 PM #10
Rainmaker
3,651,858
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Congratulations on your feature recognition. Thanks for sharing some of your successful business practices.

Aug 12, 2016 11:11 PM #11
Rainmaker
2,037,077
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Friends, Romans and countryman...lend me your ear was a call to listen

Aug 12, 2016 11:58 PM #12
Ambassador
1,375,215
Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

The one thing that I can offer sellers is my deep bench of vendors to assist in getting the home repaired before selling it at a great price.

Aug 13, 2016 12:32 AM #13
Rainer
314,019
Sham Reddy
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing!!! 

It's not unusual for would-be home sellers to share their needs - they need to get the roof repairs before they list their home, or they need to hire an estate sale specialist to help them declutter

Aug 13, 2016 06:36 AM #14
Rainmaker
2,116,380
Rebecca Gaujot, the Go To Realtor®
RE/MAX Vision Quest - Lewisburg, WV
Lewisburg WV Real Estate, Greenbrier County

I can see why you get listings in your area...love your approach!

Aug 13, 2016 07:00 AM #15
Rainmaker
1,159,311
Lyn Sims
RE/MAX Suburban - Northwest Suburbs of Chicago - Schaumburg, IL
Schaumburg IL Area Real Estate

Good thoughts & entry into the contest. It pays to actually listen to your clients instead of listening for the next opening for you to speak.

Aug 13, 2016 07:42 AM #16
Rainmaker
1,212,877
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

This is wonderful! Would you mind if I added a link to this post to my website for new agents? 

Aug 13, 2016 12:45 PM #17
Rainmaker
1,304,879
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

You have hit the nail on the so far as I know from my 17+ years in real estate.

 Again, the key is to listen!

Aug 13, 2016 01:18 PM #18
Rainmaker
1,304,879
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

so true. A most informative post.

Aug 14, 2016 01:23 PM #19
Rainmaker
28,647
Realtor.com® - A division of Move, Inc.
realtor.com® - San Jose, CA
Proven Systems

 Wayne and Jean Marie Zuhl , we absolutely adore the story of the strawberry shortcake! We agree that listening is the #1 thing agents can do to find the "right" way to stand out with each prospect.

 

We're putting together a sellers' guide and would love to include your submission. Do you mind if we re-publish, alongside your name and photo for attribution? 

Aug 15, 2016 10:37 AM #20
Rainmaker
1,087,386
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good Morning Wayne and Jean - quite a few memorable out of the box things here.  I love idea of bring a picture of their home on your marketing materials.  But since so few listen what you do to show that you did has got to clinch it!

Aug 15, 2016 10:28 PM #21
Rainmaker
265,484
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

A great read for my morning, as I have another listing presentation coming up!

And as I think about it, I have something unique & unforgettable to give them ...

Aug 16, 2016 01:37 AM #22
Rainmaker
740,114
Jan Green
RE/MAX Excalibur,Scottsdale, 602-620-2699 - Scottsdale, AZ
RE/MAX Excalibur, REALTOR®, EcoBroker, GREEN

Excellent approach and great listening skills!  By listening and then following up with the needed referrals for repairs and baked goods, you demonstrate why they should use you.  Good job!

Aug 17, 2016 06:55 AM #23
Ambassador
3,041,791
Praful Thakkar
Keller Williams Realty - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Wayne and Jean Marie Zuhl - great approach for sure.

Specially when you want to help seller 'prepare the home for selling'! Always works.

Aug 17, 2016 04:39 PM #24
Rainmaker
455,550
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Wayne and Jean Marie Zuhl - Congrats on being featured at Realtor.com! It is a unique approach. It shows very serious listening skills that an owner would not forget.  Great job!

Aug 23, 2016 02:25 AM #25
Rainmaker
470,146
Claude Labbe
Real Living | At Home - Washington, DC
Realty for Your Busy Life

Does the steak and the sizzle change?

I'd think there may be times when it strikes you to swap roles with a particular listing.

The strawberry shortcake...that's genius in that particular case, and very smart as a general approach.

Sep 08, 2016 02:48 PM #26
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Rainmaker
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Wayne and Jean Marie Zuhl

The Last Names You'll Ever Need in Real Estate
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