All Realtors are not the same. We all know that, we all do things differently. For instance, I have found it is better to under promise and over produce. If I say, I will return all calls in an hour, then I try to return them right away.
When I meet with my sellers for the first time face to face, they have already been sent my marketing materials and a package of information electronically for their review. They in return have sent back to me, the Pre-Listing Questionairre, so that I know where they are in the mortgage obligations, their motivation to sell, and their willingness to spend some money to get their home staged and ready to sell.
When I arrive at the appointment, I am there to listen and let them ask any questions from the marketing materials.When I am at the face to face appointment my goal is to establish trust and see if we will be a good "fit" to work together.
Here is an example of a video of a listing appointment that I recently had with some potential sellers.
Not all of what we discussed can be condensed into a 3 minute video clip, because on average I spend an hour with them at the face to face meeting.
One of the ways I try to establish my value is by my use of technology to market their home, that is the part I have highlighted in the video. In Ann Arbor, and my market area of Washtenaw County, I find that the two most important pieces of information a seller wants from me is:
1) What am I going to do to get their home sold?
2) How much can they get for their home?
Knowing the market data, being able to interprete the data and show the sellers the absorption rate for their neighborhood, all leads to open communication and a home priced to sell. Do I always get the listing? No, because many tiimes I am not able to get the sellers what they feel they "need" from the home. I follow the listing until the end and most of the time watch it come down in price, below what I comped it at 6 months before. Many times I am called back quickly to re-list and they are now ready to seriously price their home to sell.
Great video Missy! Very effective. Now just one question...Did MR. SELLER actually have a whole ream of questions on that long sheet of paper when you asked him if they had any questions? :)
Missy, I recently had a buyer who literally did have a stack of questions printed out for me. I enjoyed watching your video and look forward to meeting you in just a few days.
Missy, I had to do a double-take on who is this person on my blog roll? I get used to seeing the same faces .. then I thought I must have subscribed to someone new. Glad to see it was you smiling back.
Missy, not only was your video instructional for us other agents, I thought it was excellent to see how the homeowners listened to your presentation on technology and had great followup questions. I really liked it.
Monika, yes it was PAINFUL, the editing brought me to tears.
Jeannnette, you know? Like your last night.
Mana, the editing down to 3 minutes and my wrinkles....
Diane, you know what they are or you will soon through our encouragement group.
Des, have you not ever had clients go on the internet and google 100 things to ask a Realtor before you hire them? I almost sent Christa on one of those, thanks goodness I didn't.
Sally, I would hire you too. Have you hooked up with Cyndee and Jack yet? Have been looking for photos.
Lola, no I added that to bring some comic relief.
Brian, can't wait to meet you too. Des, Kim and I are already "old friends".
Midori, I so wish you were going, I taked to Jeannette today and know you all have plans but you will be missed.
AJ, then Tuesday it will be !
Jennifer, thanks so much you are too kind.
Renee, now I'll tell you at Inman....
David, I always get confused when people change their photos too. It took me awhile to figure out Jason Sardi, kept passing him over. Thanks for the email.
Missy, you did a great job! You sounded so natural and non-stressed! You did great in front of the camera! Most people get nervous but you looked like you do it all the time! Great Job.
Missy, Way to go! I loved the personal touch, with your clients....LOVED the long list your seller had! You're a natural! I'll be cheering for all of you from the sidelines. Good luck!
Missy, great job. Your presentation was very informative and interesting. You said you paid 1500 a month for a paperclip web site to get those 200 buyer leads a month. What is a paperclip site? I would hire you in a heartbeat.
cool video Missy. concept of under promising and over delivering is one to always keep in mind.
we finding that most of our biz is coming off our blog, and as such, it has really changed our listing presentation... to more one of a value discussion and little else. this what's so wonderful about blog customers.
Missy...girl you have it all figured out...I'll never forget being a newbie and you calling me up one Saturday night last fall and explaining to me how to add a picture! Never forget that...you're the bomb...
Deborah, guess my twang was coming out it is Pay per Click or PPC.
Bill, yes it was..........
Kris, the photo I am now using is the one we took together when I spoke in your area, look carefully and you will see your hand on my shoulder. LOL
Karen, thanks for the memory, that was along time ago, I remember it you were trying to load a front door, and now look how far you have come.
Gary, I am taking out a buyer Sunday for a post I wrote 2 weeks ago on Stonebridge, I hope to do more of the hyper local blogging starting after Inman.
Randy, nice to hear you voice this week, hope it all works out for you referral to Detroit.
Missy- I feel so lame. It sounded on the video like you said "paperclip" not "pay per click"! I know what ppc is! Out of curiosity- what do you spend a month in PPC for that many leads??
FANTASTIC post Missy - you are going to have to teach me how to do video tricks like you have here. Well done, good luck, and we'll see ya in SF next week!
Excellent Video, you have such a calm, confident approach. Good luck with the contest, I know everyone has put together wonderful entries throughout the competition, but since we are practically neighbors, I'm pulling for your Team to come out with the tiaras and roses (or whatever the prize will be). Most of all, have tons of fun and enjoy being with all your AR friends.
Missy, It's nice to know that you feel comfortable discussing such an important facet of other peoples lives. I do too. I can tell you have their best interest at heart and that will always shine in the end. I can see why your clients trust you.
Great job Missy!!! Excellent video. I love it and I love the new pic on your blog. Good luck to you in San Francisco. I'll be watching to see how it turns out!!
Under-promising and then over-performing is one of the top ways to hugely impress your clients, in real estate, mortgages and other areas. It just keeps on working every time.
Tamara, well thank you very much for taking the time to stop by and comment.
Beth, thanks I appreciate your support, did you make it to the art fair?
Deb, thanks so much. I told some people that they should try to rent the other day. Just can't get them anywhere close to what they owe at this point in the market.
Kimberly, thanks sorry you all won't be there, but it is nice to have made more AR friends through the contest.
Naoma, no not the same and the sellers need to know how we are different in what we do.
Esko, I agree....I like to get that wow factor and then ask for a referral.
Cynthia, ???? really???? Well, thanks but IMHO it barely touches the surface and each client has different questions.
Very interesting video. Great share; it is so interesting to hear how others answer these questions especially in terms of the blogging and SEO stuff. Thanks.
There seem's to be issues with many pictures and video's today. I know there were issues on Localism Friday with images...AR know's about it I believe.
Missy, thank you for sharing your video with us. It is very informative, and it's clear that you offer a great service to your clients. I was especially impressed to hear that you market on over 70 websites!! Wow! Good job. :)
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All Realtors are not the same. We all know that, we all do things differently. For instance, I have found it is better to under promise and over produce. If I say, I will return all calls in an hour, then I try to return them right away.
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Wow Missy...you're hired! Great job on the video...no that wasn't too painful...was it? :)