Why You Need a 'Would Sell' List and How To Build One

Reblogger Lise Howe
Real Estate Agent with Keller Williams Capital Properties DC AB15253

I heard  Ben Kinney  speak about a week ago in Towson Maryland and he talked about the books that his team takes to open houses with all the expired listings, the listings of for sale by owners and the would sell homes  What a powerful message when you are holding an open house and talking to a potential buyer client if you can demonstrate that you have access to dozens or hundreds of homes not on the market that would possibly match their criteria.  The expireds and FSBOs are pretty easy to put together, but the Would Sell list takes a bit longer to develop and prepare.  Fortunately, between Bob Stewart and Ben, it is pretty clear how to put this together.  As always, it ain't rocket science - but it is work! Will you do it? or just think about it? What better way to start getting ready for 2017? 

Original content by Bob Stewart

If someone comes to you and wants to buy a house, but the house they want doesn't match up with a home currently listed for sale on the MLS, what do you do?

One of the really awesome parts about Ben Kinney buying ActiveRain, is that it's given me an unprecedented level of access to see how he runs his real estate business. One of the best things I've seen that they do, is their 'Would Sell' list.

What is a 'Would Sell' List?

(At the bottom of this post, I will show you in a short video how to actually build this for yourself)

Essentially the Ben Kinney 'Would Sell' list is a list of every homeowner in Whatcom County (the area Ben's team does business) who has ever spoken to someone on Ben's team and indicated that if the price and the timing were right, they would consider selling their home. 

Think about the scenario by which someone ends up on the 'Would Sell' list. Let's say Ben's team is running ads geared towards sellers on Facebook. Lot's of agents do this. It's the 'To Find Out What Your Home is Worth, Go here.....' type ads. We all know that not everyone who clicks on an ad like that, is going to be a ready, willing and able seller today. In fact, most of these people aren't looking to sell today, they are simply looking to see what their house might sell for. 'Seller leads' come from lots of different marketing methods on Ben's team. And they all get followed up with.

Much of the time, once they are able to actually speak with the homeowner, they come to find out that this person is not yet ready to sell. In every case like this, they will leave the conversation by saying:

"We understand you aren't ready to sell today or in the near future. However, we always have a lot of buyers that we are working with in our business at any given time. I wonder if you are alright with us calling you in the future if we have a qualified buyer that really wants to buy a home like yours?"

And then they get out of their own way. What happens more often than you can believe (if you've never tried something like this) is the homeowner will say yes. At this point then, this property goes on the 'Would Sell' list. Meaning if the timing and the offer price were right, this homeowner would consider selling.

This does a couple of things. 

First, it creates a reason for their team to follow up with this homeowner in the future. In Bellingham, especially in certain neighborhoods, the inventory can be very tight. So if Ben's team has a buyer that wants to live in a certain neighborhood, there might only be a few homes for sale in that neighborhood. But they always have people on the 'Would Sell' list that they can call. That might go something like this.....

"Ms Homeowner, hi this is Brian from the Ben Kinney Team. We spoke to you back in November and you had agreed that if we had a qualified buyer that was looking to buy a home in your neighborhood, we could give you a call. This weekend, we have a family coming into town that will be looking at 3 houses with us and we thought they might also be interested in your home. Have you given any more thought to potentially selling if the offer was right? Would you mind if we brought them by to look at your home?"

You'd be surprised how often that a homeowner says 'Yeah, sure, bring them by'. But, in almost every single case, who do you think these people end up calling when they are ready to list? In the mind of the homeowner, the Ben Kinney team has had potential buyers for their property every month or so for the last two years, so why wouldn't they be the best listing agent in town to sell their home when they are actually ready to sell.

Second, It also has a built in benefit for the buyers that work with the Ben Kinney team. What is that benefit? Having access to homes that aren't actually on the market, but where the homeowner may be willing to sell. They let their buyers know about the 'Would Sell' list when they begin working with the buyer. All of your buyers (assuming they have Internet connections....which is like 95% of them) have seen the properties that are for sale on the MLS. They've seen them on Zillow, Trulia, REALTOR.com, Redfin, your website......they've seen them everywhere. But you can provide absolute value beyond what 99% of the other agents in your market can provide by having other properties where you already know the homeowner is willing to let you (possibly) show the home and they are willing to listen to an offer.

I imagine many of you have conversations every week with people that just aren't quite ready to put their home on the market, but would consider it if you had an actual buyer on standby, ready and willing to make an offer on their home. This is a great way to build value into your business and an easy way to map out where there are potential opportunities to grow your business.

Here is a short video where I show you how to build your own 'Would Sell' List.

 

Bob Stewart
ActiveRain
408-638-1834

 

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Ambassador
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Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Lise Howe I heard Ben last week in Towson talk about  the would sell list. Wish I had know you were there, you could have joined us for lunch.

Nov 25, 2016 06:38 PM #1
Rainmaker
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Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Wow whata great way to get your foot in the door as well as you might actually sell it before listing 

Nov 25, 2016 06:40 PM #2
Rainmaker
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BethAnn Long
RE/MAX Inland Empire - Spokane, WA
Realtor, CRS, e-PRO, Spokane Wa Real Estate

What a great idea! Thanks for the informative post. 

Nov 25, 2016 08:14 PM #3
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Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Lise Howe - this is a great re-blog as we focus more on capitalizing on 'I have buyer' strategy.

Nov 25, 2016 09:10 PM #4
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Michelle Carr-Crowe-Top 1% Diamond Certified Real Estate Team Sells Cupertino San Jose Homes-Just Call 408-252-8900
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Family Helping Families Buy & Sell Homes 40+ Years

Yes, this is a great tool-and one we have employed in the past as well.

Nov 25, 2016 10:09 PM #5
Rainmaker
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Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce - Short Sale

Can't have toooo many tools in the box...and this is certainly one !

Nov 26, 2016 03:06 AM #6
Rainmaker
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Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for reblogging the post. I missed reading the original one.

Nov 26, 2016 04:00 AM #7
Rainmaker
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Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Lise

Great choice to re-post why it's a good idea to A Would Sell List .

Good luck and success.

Lou Ludwig

Nov 26, 2016 12:44 PM #8
Rainmaker
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Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Thank you very much for sharing this reblog. 

Enjoy the holiday weekend.

Nov 26, 2016 05:08 PM #9
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Ed Silva
RE/MAX Professionals, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

Creative marketing for the team.  It makes for a productive year ad many happy buyer and seller clients.  Like having pocket listings

Nov 26, 2016 07:04 PM #10
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Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

I have heard Ben speak about this strategy and it has merit. I can see that it would create credibility for an agent with a prospect to the point that they would want to work exclusively with that agent.

Nov 26, 2016 07:37 PM #11
Rainmaker
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Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

I do like that idea Lise Howe and do something similar, except my open houses are on hiatus with new listings selling to quick. 

Nov 28, 2016 07:34 AM #12
Rainmaker
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Sussie Sutton
UTR Texas Realtors - Pearland, TX
UTR TEXAS Realtors - Rep for buyers and sellers.

I don't know why I never thought to put together a Would Sell List it makes the most sense ever. Great post thank you!

Nov 28, 2016 07:58 AM #13
Rainmaker
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Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Thanks Lise.  I missed this and will give it a look in just a little while.

Nov 29, 2016 04:20 AM #14
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Such a great post for a reblog. I actually already saw it but went on to read it again. The thought of sharing expired and would-sell information makes so much sense and is a competitive advantage!

Nov 29, 2016 10:02 PM #15
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Lise Howe

Assoc. Broker and Attorney Licensed in DC, MD, VA,
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