Hi, I am a Realtor®, you need me and I am here to help!  There are three components to that statement and as real estate professionals we mean them in a good way,right?  We are in a service based business so that statement holds real truth to it!   Unfortunately, there other statements that almost everyone in the real estate industry utters at some point and they are far from the truth.  The message it typically sends to a Seller is one of rehearsal and unoriginality! 

So here's the infamous list of lies:

LIE #1 : "I will sell your home for more money than anyone else!"

LIE #2 : "I will sell your home in less time than anyone else!"

LIE #3 : "I will sell your home and take away the stress of the sale!"

The average Seller today can interview several agents and the vast majority will use each of these three statements almost like clock work in their CMA presentation.  Herein lies the problem, only one agent is really telling the truth and the rest are simply lying!!!  The reality is there can only be one #1 agent for "list to sale ratio" in an area/region, there can only be one #1 agent for " fewest days on market" and no one can truly promise a smooth transaction without having a crystal ball.

Here's my point...WHO CARES!?!  Do these statements really cause a Seller to feel comfortable and instill trust after they have heard it delivered five different ways in an afternoon of interviews? Likely not, and now it becomes a discussion of who seemed to have the most confidence or carried themselves the best etc.  Try a different approach like: "Mr. and Mrs. Seller let's talk about what the local real estate market is really doing right now!"  Share some stats, talk about what you are currently experiencing and explain those trends and what they mean.  You just may be shocked by the responses you get! 

Some helpful tips:

• Explain to a Seller how the local real estate market really works.  For instance, if there is ten homes like theirs on the market already, how can you help them to get their home stand out?  Create a need and then introduce your game plan to solve this need!

• Don't talk at first about you and what you are going to do to sell their home!  Rather, talk to the Seller about their goals, their motivations and their dreams for the future.  This is how to build true repoire!

• Choose to be the expert on the local market using relevant stats for your marketplace. Consumers really do care to know about the numbers in real estate because at the end of the day it is what governs their bottom line!  Try and avoid jumping straightaway into how many sales you have made in the last month etc.

BE ORIGINAL... BE YOURSELF... BE RELEVANT...

Sincerely,

Jason Neumann

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