Want to sell more?

Mortgage and Lending with Major Mortgage USA/Branch Manager

  As some of you may know, I just listed my home for sale.  I know, there is too much inventory and all the reasons not to list right now since I am not "desperate" to sell.  Truth is I don't care if I sell or not right now, but it would make my world a little easier to live in if it would sell before next winter.  But, as I was going through the home with my listing agent it struck me that virtually every realtor that will show this home does not know how to sell it.

A few will "pre view" the home, but even then they will not spend the time to get to know the product.  What are some of the features in the home?  What might be unique to this home that the others they are looking at don't have?

Things like rope lighting in the "toe kicks" of the custom built cabinets.  Pull out pot and pan drawers, we have 2 of them in our kitchen.  The lighting under the over head cabinets along with power strips.  It is the small things like this that help a home stand out from the rest of the competition and it is the good "professional" sales person that will take the time to know this home and the little things that it offers.

I encourage all of you to stop and slow down when you are "pre viewing" or showing a home to potential buyers.  Allow the buyer to linger and touch and feel the home.  If the listing agent has done their job you should have a list of the extra features.  Point them out to the buyer.  The energy efficient window tinting that is on the large 8 foot windows over looking the 18th fairway.  The pre planning for the out door kitchen, with the gas and water lines plumbed to that spot.

Sales people will tell you all about "FAB" selling.  That is Feature and Benefit selling.  Find 3 to 5 things in every house that you show to point out.  Make a "showing pacakge" that has the listings that you are showing them and a list of the features that you point out and some extra items that you don't point out along with places for them to write notes about what they like and be honest disliked about each and every property. 

Granted, not every home has"custom" features; but there are things in every home to point out.  Maybe it is the way the natural sunlight comes in that kitchen window that would really show off the buyers stain glass decorations, or maybe you heard the buyers speaking about something they wanted in a potential home.  Maybe, it is the route to school that the kids won't have to cross a busy street.  The point is use your ears and your mind and you will find 3 to 5 things in every home

Do the small things to earn more sales.

Comments (4)

David Yeoman
Mortgage Intelligence Inc. (David Yeoman) - Barrie, ON

Just wondering how the sale of your home is going?

Jul 27, 2009 09:01 AM
Joe Adams
Major Mortgage USA/Branch Manager - Montrose, CO

Dave, a few showings;but since I am in no hurry and really have the attitude of "make me move" I am not concern.  The showings we have had have been inpressed, but it is always something.... we are at the 150 yeard marker of the 18th fairway, 35 yeards from the landing area but a ball bounced in the yard during one showing

Aug 03, 2009 09:39 AM
Joe Adams
Major Mortgage USA/Branch Manager - Montrose, CO


The home is under contract and no we did not give it away


Jan 19, 2010 05:14 AM