Once They Are Sold... STOP Selling!

Once they are sold, stop selling!

 It's showmanship; Leaving On A High Note!

This has been my approach to presenting...

ever since the day I first unsold, my already sold prospect...oh the humanity that was painful!

When enough is enough...

My Listing Presntation is Simple:

1. Property Walk-through

2. Home Enhancement Checklist

3. Market Values & Marketing Plan (Expectations)

4. Negotiating Plan (Expectations)

5. Transaction Management (Expectations)

6. Problem Solving Plan (Expectations)

7. Client Appreciation Program: Explained

This has gone as quick as 15 minutes and as long as 1.5 hours; the client decided, not me. But I read the signs that lead to the amount of time needed. It will be different every time.

Now, depending on whom I present to, I may go through all 7 in detail or in bullet points. I may skip sections when I feel the gig is mine and get to the core expectations of how much?

How Much:

Pre-MLS work should be done in prep.

Asking price they can ask.

Fees I earn.

Marketing that will be done and how?

Time on the market to close?

I'm reading body language, tone of voice and verbal ques; when they are sold, I stop. I immediately move to close them and stop presenting. Ego, nervousness or lack of experience has in the past caused me to not stop and that's when I'd go too far and unsell the sold. Commit the surgery that removes my income, the dreaded Commissionectomy!

I'm also the expert, the one that does this weekly for almost 19 years through all market types, including the one that sent 35% of our industry into different careers back in 2006. So, I politely say "NO" often; followed up by an explanation of the concept of  "this is how we do it here." The trick is to demonstarte I'm the expert, not them without being rude or off putting. They need to see it for themselves through your plan, not through your coky attitude. But, you also need to be able to read when enough is enough.

My experience knows enough to say when a seller is fooling themselves like a gambler down to his last stack of chips with a brilliant plan to beat the odds at the roulette wheel. I'm professional enough to say no to over pricing or goofy-outdated marketing techniques. No to poor negotiating, emotional decisions and "demonizing" the other side of the deal.

You will not close every prospect, so the key is to have a lead generating business, that way you can say no to the toxic people and know when to stop selling when you have them sold.

CHECK OUT:  THE PLAN TO SAVE REAL ESTATE

      & THE TRUE HISTORY BEHIND "STOP ZILLOW"

1. Image courtesy of patrisyu at FreeDigitalPhotos.net

2. Image courtesy of Stuart Miles at FreeDigitalPhotos.net