Okay, So the Sign's in the Yard - What Next?

By
Education & Training with Sell with Soul

House

Your listing agreement is signed and you're heading out to install the lockbox and yard sign for your fabulous new listing! By this afternoon, the property will be entered into the MLS, and hopefully your fancy-schmantzy home brochures will be delivered by the end of the week.

Whew! You're done, right? Time to move onto the next listing prospect!

Well, that's up to you, but I don't recommend it.

Those first two weeks of a new listing provide a beautiful window of opportunity to knock the sox off your seller and cement your position as his or her all-time favorite real estate agent. Oh, and by knocking the sox off your new seller out of the gate, you'll buy yourself a little grace if, down the road, you unintentionally drop the ball (it happens)!

When you put a new listing on the market, strive to have contact with my seller every single day for the first week; and into the second week if possible. Remember, while listing another home may be just another day at the office for us, it's a monumental event for most home-sellers. They are watching your every move (or lack of movement) very closely - AND - commenting on those moves (or lack thereof) to their peers.

So, what can you do to knock some sox those precious first two weeks of a new listing?

  • Send the sellers a copy of the MLS listing and ask for their blessing
  • Send the sellers a draft of the home brochure and ask for their blessing
  • Schedule the first open house
  • Create and deliver your first State of the Market report
  • Deliver feedback from showings, if any
  • Send links to your online advertising (Your Virtual Tour, Craigslist, Postlets, Realtor.com, your blog, etc.).
  • Ask seller to distribute the virtual tour to his social network.
  • Drop off brochures
  • Do your Open House
  • Deliver feedback from Open House
  • Ask sellers how they feel the process is going so far
  • Preview any new competition and share your feedback
  • Call to check on brochures - do we need more yet?
  • Prepare a market report with the number of showings and virtual tour hits, along with an update on the status of the competition.

After the first two weeks, you can slow down your attention a bit, although of course, do continue to provide showing feedback and check on brochures and such. Every 2-3 weeks, send an updated market activity report, and at six weeks, prepare a full CMA and schedule a meeting with the sellers to discuss it.

If your seller feels you're being TOO attentive, he'll probably let you know, but I really doubt that will be a problem!

Any other ideas of reasons to contact a seller? Please share!

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Robert Rauf 02/03/2010 04:00 AM
  2. Al & Peggy Cunningham, Brokers 02/05/2010 08:07 AM
  3. John Basila 02/17/2010 11:39 AM
Topic:
Real Estate Sales and Marketing
Groups:
More Referrals: Strategies & Tips on Getting More Referrals
Real Estate Rookie
Learn to be a Top Producing Listing Agent
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Rainmaker
1,267,563
Al & Peggy Cunningham, Brokers
RE/MAX West Realty Inc., Brokerage - Brampton, ON
Our Family Wants To Help Your Family!

This was really good, we do a lot of it already but incorporated the rest into the system.  We agree with Charlie, asking the Owners to send out the virtual tours etc through their contacts, great idea!   

Feb 04, 2010 01:08 AM #28
Rainmaker
335,091
Lori Churchill Cofer
Beasley Realty - Pullman, WA
Realtor - 509-330-0086 - Pullman, WA

Jennifer,

Glad I scrolled down and read this...there are some points of communication I had not thought of...and the time frame of the first two weeks is also very important....A big thank you....

Feb 04, 2010 01:52 AM #29
Rainmaker
230,847
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

Thanks Jen, Makes me feel good that everything you mentioned is what I'm already doing. My seller's get so bomobarded with emails of links of sites where I've listed their homes on, the MLS sheet, seeing the brochures and flyers delivered the next day, etc, that they hopefully will think I'm working 24/7 for them.  It is a full time job for me, and they need to know that I'm earning the commission that they are going to pay me.

Feb 04, 2010 06:22 AM #30
Rainer
14,078
Lois Kubota
Keller Williams, Walnut Creek, California, DRE#01865028 - Walnut Creek, CA
DRE#01865028

What a great list of things to do, expecially for those of in waiting (for our first listing!)  I like this style of customer service.

Feb 04, 2010 11:26 AM #31
Rainmaker
149,413
Ann Cordes
Century 21 Randall Morris and Associates, Waco - Waco, TX
Home Ownership is Not a Distant Dream

Jennifer,

Your ideas are really great. I try to comminicate often with my sellers. I have only had 1 who called and told me how she thought the remarks on the MLS should be worded. She was a nutcase, but that's beside the point. We should make our sellers feel involved, because they are the ones with the most at stake.

Feb 05, 2010 05:42 AM #32
Rainmaker
234,025
Patricia Beck
RE/MAX Properties, Inc., GRI, CDPE - Colorado Springs, CO
Colorado Springs Realty

Great list for listings!  Putting a sign in the yard and leaving it at that is not enough and a disservice to the seller!

Feb 06, 2010 05:04 AM #33
Ambassador
942,042
Suzanne McLaughlin
Sabinske & Associates, Inc. (Albertville, St. Michael) - Saint Michael, MN
Sabinske & Associates, Realtor

Oooooh.   I like the clipboard idea for real sellers and short sales!!!!  Thanks.  It can make a huge difference when the sellers get feedback from potential buyers. 

Feb 08, 2010 12:33 AM #34
Rainmaker
2,362,210
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Hi Jennifer, enjoyed the post. I have a 5 week program similar to this. It is so simple it does work.

Feb 10, 2010 01:35 PM #35
Rainer
80,366
Latonia Parks
Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC
Certified Military Relocation Expert

Great job, Jennifer.  However, I feel like the seller will reluctantly watch the initial expectations dwindle to very little.  My philopsophy is to "start out how you're going to hold out".  I let my clients know they will hear from me every Tues or as often as needed with updates.  As someone said, meeting the expectation is great but exceeding it is better.  I haven't promised something I can't deliver.

Feb 12, 2010 01:15 PM #36
Rainer
54,524
John Basila
A Denver Home - Littleton, CO

Love this list!!  It's a great reminder for my new listings!!

Feb 17, 2010 11:14 AM #37
Rainer
89,485
David Salvato
David Home Inspection Service Home Inspector San Bernardino - Los Angeles, CA

One Step is Missing here.... You can get a Pre-listing Inspection and really knock their sox's off. Just think for a moment. This could show your clients that you are looking out for more than a commission in this transaction. You are looking out for them. Heading off any potential problems before the buyers inspectors shows up. A pre-listing inspection puts the home in a better selling position. And they usually sell for more with multiple offers...  Remember a proactive agent is a respected agent.  Read more about Pre-Listing Inspections here

Feb 17, 2010 11:55 AM #38
Rainer
159,164
Vienna Bello
Liberty Realty, LLC - Jersey City, NJ
Real Estate Sales, Rentals & Consulting, GRI, SFR

Hi Jennifer,

Great advice!  I'm going to print this and keep it in my little Real Estate 'tips & advice' notebook as a checklist.  Thanks for sharing!

~ Vienna

Mar 21, 2010 12:45 PM #39
Rainmaker
94,274
Sharon Harris
Keller Williams Keystone Realty - Hanover, PA
Realtor

Never have I paid this much attention to a client in the first week. hank you for showing me how to improve myself!!

Mar 28, 2010 07:16 AM #40
Rainer
129,571
Sonja Thompson
Howard Hanna - Erie, PA

Nice post. I have been using this strategy for awhile.  I have a detailed 30 day marketing plan that I take to the listing appointment and these are some of things in it.  I am not calling them everyday though. I understand your theory, not sure it is necessary to call them everyday though. I like the idea of having them giving information to their sphere. I think that they should be contacted with showing feeback the day of the showing and weekly internet activity reports.  I do a market evaluaton at the end of 30days,but 6weeks is good too. 

Apr 17, 2010 12:42 AM #41
Rainer
5,943
Michelle Schwitters
Realty ONE Group, Inc. - Corona, CA

Love your post as usual!  Thanks for the wonderful ideas.

May 12, 2010 04:20 PM #42
Rainer
432,184
Margaret C. Taylor
Century 21 New Millennium MD - Mechanicsville, MD
St Marys/Calvert/Charles MD Real Estate Agent

Having a communication PLAN is a great idea and in the end makes our job easier.  Margaret C.

May 31, 2010 02:41 PM #43
Rainer
80,366
Latonia Parks
Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC
Certified Military Relocation Expert

My thought is if it is something you would expect from someone else, it would be great if you were to do it for others....you know, the Golden Rule.  Great customer service stands out to everyone.

Jun 15, 2010 04:04 PM #44
Rainer
16,224
Tina Parker
Prudential Gary Greene-Friendswood - Clear Lake City, TX

Good post, especially for a "newbie".  I will keep this in mind as I make my first listing.  Thanks.

Jun 17, 2010 05:07 PM #45
Anonymous
Melanie Middien

Great advise... as ALWAYS.   Sellers greatly appreciate information and input.  The last thing they want to see is you dissappear.  I get complaints from Sellers with expired listings that the previous agent took terrible photos or that a feature wasn't photographed and the MLS description did not do their home justice.  I run everything inculding the photos and property descriptions by the owners and they love it.  Even if they make a few tweaks,  it doesn't bother me.  Although I invite all the neighbors to the open house, I also encourage the Sellers to invite their friends or relatives to the Open House to be a secret shopper if you will.   And if for some reason the Sellers are not satisfied with my service and I can't make them happy,  they are welcome to fire me.   So far, I have not been fired yet:-) 

,

Oct 17, 2011 12:59 PM #46
Anonymous
Ella Strong

We use Google Docs to give updated feedback to our sellers, every time there is any activity....booked showing, feedback from showing, open house activity, comments re anything. This works very well for out-of-town sellers who have had to move prior to selling....or rented for a couple of years during economic downturn....and now want to sell.

 

Dec 15, 2011 09:21 AM #47
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Jennifer Allan-Hagedorn

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