Ten Ways to Show Your Seller You Don't Care

By
Education & Training with Sell with Soul

Now that the listing agreement is signed and your FOR SALE sign is in the yard, you're done, right? Onto the next victim prospect to WOW with your fancy listing presentation and 132-point marketing plan! Of course, most of those 132 points are pretty much fluff & nonsense, but by the time you've overwhelmed the seller with your promises of Exceptional Service and Total Commitment, he probably won't notice.

SalesmanNo, he probably WON'T notice at the time, but he'll certainly notice later. The good news is that by then it's too late! He's committed to stuck with you! And you'll be damned if you'll let him out of your listing agreement after you've spent ALL THAT MONEY and ALL THAT TIME on his listing! Besides, he probably won't have the guts to even ask (whew!).

Want to Show Your Seller How Much You (Don't) Care?

It's easy! Just follow these simple steps...

1.  Don't send your seller a copy of the MLS listing entry to get his feedback.

2.  Don't let him know when his house officially goes "on the market."

3.  Don't offer to do an open house, and be sure to argue with him if he asks you to.

4.  Don't call the seller after your open house with feedback.

5.  Don't call the seller after you show his house with feedback.

6.  Don't call after the first few showings just to check in.

7.  Don't monitor showings, but the next time you talk, ask "Have you had any showings lately?"

8.  Put up a brochure box, but never fill it (or let it stay empty after the first batch is gone).

9.  Don't send the seller copies of your advertising.

10.  Don't contact the seller at all until it's time to ask for price reduction or to extend the listing.

If you follow these simple instructions for each and every one of your listings, you will be assured a long, glorious career of prospecting, prospecting, prospecting to keep that pipeline filled! You'll never have to worry about repeat or referral business distracting you from your all-important prospecting schedule...

RELATED BLOGS
Sixteen Ways to Keep Your Seller Happy with You
I'm the Best Listing Agent I Know
Y'think Your Clients Are Talking About Their Real Estate Agent?

 

 

 

 

 

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Ambassador
837,516
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

Absolutely perfect and we see this so often here. It is a tough market and we must be the smile that re-assures the sellers

Oct 23, 2009 12:48 AM #11
Rainer
78,096
Bill Saunders, Realtor®
Meyers Realty - Hot Springs, AR
www.BillSellsHotSprings.com

Jennifer,

As always, it is the simple caring things that make a relationship go far. Too often, many agents feel like someone's home (a source of life memories) is just another can of beans on aisle 13 to run through the scanner and collect the money.

Oct 23, 2009 12:55 AM #12
Rainmaker
885,413
Larry Gray
Real Estate Consultant - Lakeland, FL

Great post and right on target.  Feed back is the critical part of keeping a seller happy.  That is, second only in selling there property. LOL

Oct 23, 2009 01:49 AM #13
Rainmaker
266,287
Dora & Vincent Kwok
HomeSmart Real Estate - Chandler, AZ
CNE - Chandler, Arizona Real Estate

Jennifer - Thanks for the specific examples, it all boils down to great communication!

Oct 23, 2009 02:02 AM #14
Rainmaker
183,995
Laura Gray
RE/MAX Realty Group - Gaithersburg, MD

Jennifer - Many agents didn't learn these lessons during the BOOM market. It is Back to Basics which should include your ten commandments and more .

Oct 23, 2009 02:06 AM #15
Rainmaker
413,093
Lisa Heindel
Crescent City Living LLC - New Orleans, LA
New Orleans Real Estate Broker

I have a checklist for every new listing that we go through to be sure that we don't miss anything.  Part of that checklist is a reminder to myself to send updates on showings and feedback along with regular market updates so there are no surprises if their neighborhood value is changing.  It's amazing how just a little contact with the seller makes then entire process easier for everyone and it's not that hard to do.

Oct 23, 2009 02:06 AM #16
Rainmaker
1,163,712
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

Unfortunately, this is another reason our industry gets a bad name.  Good post, Jennifer.

Oct 23, 2009 04:00 AM #17
Rainmaker
747,425
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

You mean you really have to follow up and work a listing AFTER they sign the bottom of the page?  Thats just crazy talk... crazy I say! 

 

Oct 23, 2009 04:09 AM #18
Ambassador
895,525
Larry Bettag
Cherry Creek Mortgage Illinois Residential Mortgage License LMB #0005759 Cherry Creek Mortgage NMLS #: 3001 - Saint Charles, IL
Vice-President of National Production

This is real solid information.  A couple of new points for me, but solid through and through.

Oct 23, 2009 04:48 AM #19
Rainmaker
468,727
Alexander Harb
Knights Investing - Mesquite, TX
Dallas, Texas Real Estate Investing

BTW... I LOVE your picture, lady...... GREAT SMILE........ =-)

This is a wonderfully tounge in cheek post about what sellers HATE
about real estate listing agents.....

I am glad to report I have NEVER done any of these things to my clients...

It is a wonderful thing, this concept of "GREAT customer service"....

=-)

 

Oct 23, 2009 06:32 AM #20
Ambassador
1,366,564
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

How about this? Don't pick up his phone... That would be really awesome.

Oct 23, 2009 07:58 AM #21
Rainer
44,685
Cara Pearlman
Frankly Real Estate, Inc - Bethesda, MD
Realtor - ABR, SFR

Great post Jennifer. I really enjoyed the "16 ways..." as well, so much so that I emailed it to a colleague of mine! He is great at getting the business but has a hard time staying in touch with the signed up clients and relies on his staff to do all of the communication stuff. Clients want to hear from the agent themselves sometimes - that's who they hired.

Oct 23, 2009 08:35 AM #22
Rainmaker
1,026,935
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

LOL...very good!  And let's not forget those great photos in the MLS, either.  Complete time waster. LOL  Thanks for the chuckle.

Oct 23, 2009 10:59 AM #23
Rainmaker
579,158
Lee & Carol Barbour, REALTORS
Murphy and Hayesville, NC; Hiawassee, Blairsville, Blue Ridge GA and Copperhill TN - Murphy, NC
Mountain Living Team in Murphy NC and North GA

Great list that we follow too. I really can't imagine an agent not doing these things after taking a listing, but they do and we hear about it often. Let's treat people the way we would want to be treated.

Oct 23, 2009 04:20 PM #24
Rainmaker
484,157
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Lee & Carol - Oh, be assured that MOST agents don't do these things. The bar in our industry is not set all that high.

Susan - Yeah, why bother with photos? Or, to update photos as seasons change?

Cara - Absolutely. I always feel a little dissed when I get handed off to an assistant.

Loreena - Great point!

Alexander - Service - what a concept.

Larry - Glad you enjoyed it!

Robert - Crazy is GOOD!

Jane - I agree.

Lisa - I created a similar list and depend on it heavily. I feel guilty if I miss even one of my self-imposed duties.

 

Oct 24, 2009 12:32 AM #25
Rainmaker
179,287
Karen Singbeil
Royal LePage Access Real Estate | Associate Broker | Personal Real Estate Corporation - Sicamous, BC
Living In & Selling Shuswap : Sicamous | Mara Lake

Hi Jennifer, I love your posts! I teach for BCREA the marketing course and these points I go over again and again communication is the number #1 reason some other agent will get your business!

Oct 24, 2009 02:03 AM #26
Rainer
288,231
Leslie Helm
Tennessee Recreational Properties - Jamestown, TN
Real Estate For Trail Riders

Curiously, this is how every realtor I've ever used has behaved. It gave me a yardstick, though, to measure realtor behavior...and to know what I won't put up with. As an agent, the same yardstick applies!

Oct 24, 2009 05:23 AM #27
Rainmaker
234,368
Patricia Beck
RE/MAX Properties, Inc., GRI, CDPE - Colorado Springs, CO
Colorado Springs Realty

Unfortunately, so many agents follow these steps with their listings!

Oct 26, 2009 03:38 AM #28
Anonymous
scott montgomery

Your book link doesnt work anymore- Ive been digging through your blog this morning and you seem to have it down- especially the millionaire realtor show blog..too funny! check out jennifer Klaussen, shes a good friend www.thearlingtondirt.com your styles are similar....

Nov 11, 2009 12:38 AM #29
Rainer
28,025
Sheri Rogers
Power Rentals & Investments, LLC - Desoto, TX

Great list. I get calls from sellers encountering #10 constantly.

Feb 12, 2010 07:38 AM #30
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Rainmaker
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Jennifer Allan-Hagedorn

Author of Sell with Soul
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