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Key Communication for Finding Sellers in 2021

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Education & Training with The Lones Group, Inc.

The Lones Group, Inc.

Key Communication for Finding Sellers in 2021

Hi everyone! Today I walk to talk about the severe shortage of inventory in our real estate market and how real estate agents in 2021 need to go about finding sellers.

In a business where every day you are seeing shocking list-to-sale-price ratios and these really high sale prices, I'm sure there are moments where even you - the real estate agent - are surprised by what is happening. So, the key is going to be to get the right information and that feeling of surprise out to potential sellers.

Sellers don't realize just how much their home may have gone up in value. Now the reason that is so important that you reach out is that there are so many sellers out there who aren't moving. Many of them aren't moving because they simply don't know where they are going or they really are not in a place where they want to call a real estate agent up and find out what their home could be worth in today's market.

One of the things that I've had my coaching clients do is to work on a series of letters where they include data and numbers and then send that information to a potential seller. It might say something like, "I'm sending this information to you because you own a home in this neighborhood and there has been an incredible price increase." Then, show the seller that data. Make a chart. Make a graph. Take the time to really in-depth research on that property before you send it to them.

Even if that seller isn't in a position where they can sell at that moment, what you have done is you have opened the door and built a good name for yourself. You are building your reputation as someone who does their job well and provides great information.

Before any seller thinks about moving, they really need to know what the home values are. I live in a market where prices have gone up 28.9% and there are many neighborhoods where things have been changing so quickly that sellers really have no idea the opportunity that they have before them. They can't even fathom that such a growth is possible. So if you can provide them with proof, in writing, with data in a chart or graph, and you send that out to them, you will be surprised at who may be back in touch with you.

So, 2021 is the year of outreach. It's the year of information. It's the year of data. It's the year of awareness and making sellers aware of where their home is value in today's market. If you want sellers in 2021, don't expect them to come knocking on your door. It's your job - and a great opportunity - for you to provide a great customer service for them by showing them the information they need to make good decisions.

Until next week, take care!


Want to Learn More About Creating Compelling Seller Campaigns?

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By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.

Comments (7)

Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

Hi Denise,
Thinventory is certainly a topic of interest in today's real estate market!

Mar 12, 2021 08:16 AM
Denise Lones

That workshop we held was attended by about one-hundred agents and filled-up very quickly. I think agents are keen to the fact that inventory is going to be a challenge for their business this year and they need more skills to meet that challenge. Good to hear from you Carol - Denise

Mar 15, 2021 12:29 PM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Denise and great information and with I would of known about it in advance.  Well thanks for the video

 

Mar 21, 2021 10:06 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Denise - I think that there should be more data and education.  I get beautiful photos of house in the mail but never sell compelling statistics.

Mar 27, 2021 04:13 AM
Debb Janes
Nature As Neighbors - Camas, WA
Put My Love of Nature At Work for You

I agree, information is key in 2021. Everybody likes to know what their home is worth.  And this year, it's likely a very pleasing number for many would-be sellers. 

Mar 27, 2021 07:11 AM
M.C. Dwyer
Melody Russell Team at eXp Realty of California, Inc. - Felton, CA
MC Dwyer-Santa Cruz Mountains Property Specialist

So very true.    I'm bumping up my outreach to sellers, not only to keep them informed, improve my name recognition, and get more sellers, but also because it's gotten extremely difficult to represent buyers right now.    In our area, buyers must acknolwedge all disclosures with the offer, (which takes a lot of explaining), while at the same time due to competition, now there's only between 8% to 50% chance of getting their offer accepted.

Apr 01, 2021 09:29 AM
Jim Paulson
Progressive Realty (Boise Idaho) www.Progressive-Realty.info - Boise, ID
Owner,Broker

Agreed - thanks for sharing.

Apr 01, 2021 10:12 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

That's solid advice, everyone interested in home values!  But if those sellers want to buy--they can be put off by purchasing in this super hot m arket unless they feel they have tomove.  I have had more sellers moving this year after putting it off last spring due to pandemic

Apr 03, 2021 09:21 AM