listings: What If a Seller Asks You to Cut Your Commission?
- 11/23/21 05:16 PM
What If a Seller Asks You to Cut Your Commission? The first thing you have to remember is that when someone asks you to cut your commission, they are being motivated by something. Maybe the seller is concerned about closing fees. Maybe a friend of theirs bragged about what they paid. Maybe they are just trying to figure out the differences between you and another agent (because you may be competing against other agents to secure this listing client). With that in mind, it's not about having perfect answers right off the top of your head. It's about opening … (15 comments)
listings: 4 Letters to Revolutionize Your Listing Lead Gen Strategy
- 07/12/21 10:06 AM
4 Letters to Revolutionize Your Listing Lead Gen Strategy Tired of tech and want an easy-to-execute listing lead strategy? If you think it sounds too good to be true, it's not. I developed my Letters for Listings series more than two decades ago. Although the series has been updated, the mechanics are as basic as they were more than 20 years ago, and perhaps even more effective! More effective? How can that be? More than 20 years ago, Zillow didn't exist. Redfin didn't exist. Even Facebook was still just a glimmer in Mark Zuckerberg's eye. Online lead generation was in … (9 comments)
listings: The Danger of Not Doing Your Research Before You Speak
- 08/28/20 10:48 AM
The Danger of Not Doing Your Research Before You Speak I received a call recently from a client that was upset because she had lost a listing that she was sure she was going to get from a past client. When I asked her why she thought she did not get the listing she told me that she had no idea. So, I asked her to send me over everything she had presented to the seller to see if I could see any possible reason for the seller to not want to use her. My client sent me a … (7 comments)
listings: Are You Closer to a Sale or a Price Reduction?
- 05/03/19 09:12 AM
Are You Closer to a Sale or a Price Reduction? One of the most discussed topics between real estate brokers and their peers is pricing. Pricing a home to sell is both an art and a science. Why do so many homes sit on the market gaining days on market dust and creating nothing more than frustrated sellers and real estate brokers? The answer is quite simple: The property is not priced where it needs to be to get sold. Perhaps it was priced right initially, but the market changed. Maybe the buyer pool shrank and you got caught … (13 comments)
listings: Effective Communication with Sellers
- 11/15/18 05:03 PM
Effective Communication with Sellers I want to take a moment to discuss the importance of learning how to instill calm communication and conflict resolution at a listing presentation, especially when it comes to talking about price and handling objections. Too many agents make the mistake of rushing to present all their research and show all their marketing that they forget how important it is to communicate. They forget to ask questions, make eye contact, and slow down when providing information. And this is absolutely critical in building rapport and helping the seller(s) understand how you work. There is … (16 comments)
One of the hardest parts of your job as a real estate agent is the ability to price a seller's home correctly. There are so many variables that go along with accurate pricing and if agents do not consider all of these, they may be costing their sellers thousands of dollars in lost potential sales revenue. More often however, because of the inability to price correctly agents walk away empty-handed without ever having the opportunity to sell the home because the price the agent came up with is not consistent with the seller's expectations. Agents can … (3 comments)
listings: Five Things to Avoid in Your Listings
- 09/25/18 04:10 PM
Five Things to Avoid in Your Listings As an agent, managing broker, trainer, and for nearly two decades of coaching, I've been witness to just about every listing faux pas, misstep, and bad decision. Long time agents may say, "Oh, these are junior mistakes," but it is not just new agents who get caught in these practices and it's always good to review why they are a bad idea - they can really harm your listing's value. Here are five of my top things that agents should avoid when listing. 1. "By Appointment Only" By far, one of the most … (7 comments)
listings: Days-On-Market: A Critical Market Measurement
- 04/09/18 04:33 PM
Days-On-Market: A Critical Market Measurement When agents ask me how the market is I always answer with, "It depends." There is no such thing as one general market. Markets change by price point, by area, by neighborhood, and by home style. While the media has been guilty of making sweeping statements that the market is either a strong buyers' or sellers' market these statements are not completely accurate. Are they saying that the supply and demand for $200,000 homes are the same as $5 million homes? Does the supply of sprawling ranches in a county match the supply of … (2 comments)
listings: Low Inventory & What You Can Do About It
- 03/20/15 06:18 AM
Low Inventory & What You Can Do About It It is no surprise to anyone that has been following the real estate industry over the past five years that we have arrived at a time of historically low inventory levels. When you take out all the short sales and foreclosures that used to make up a big part of the inventory and you sprinkle in a whole lot of eager buyers and you factor in the lack of new construction, you have the perfect storm for a low inventory market. Real estate agents are experiencing multiple offers that they … (4 comments)
listings: Helping Sellers Get Realistic About Price
- 09/19/14 04:24 AM
Helping Sellers Get Realistic About Price Unrealistic sellers have been a big challenge for real estate agents for decades. It is common for sellers to have a different view of their home value than the market does. The difficulty comes when it is time to get the home listed and the seller believes that they are leaving money on the table if they listen to you and list their home at the price you recommend. Even though they did call for your expert opinion, many sellers discount your expertise when they don't like the price recommended. Real estate is … (3 comments)
listings: The Power of Research
- 02/22/13 05:18 AM
The Power of Research When I was a new agent - and I mean a brand new agent in my very early 20s - I was called to go out on a listing presentation. I had not met the seller before nor been on his property. I got to the house and briefcase in hand, began walking up to the front door when my potential seller opened the door, looked me up and down, and asked, "Where is Denise?" Since I had heard the "You're so young!" statement a number of times already, I knew what was going through … (5 comments)
Join Denise Lones each week as she looks at the world of real estate and the world at large from customer service to the importance of listing presentations in a one-on-one style. Denise has more than 20 years of experience as a successful agent, broker, trainer and coach. Denise is someone in the know when it comes to real estate.
;)
;)
;)
