Coaching Tip September 4, 2010 part 2

By
Education & Training with Century 21 United Realty Inc. RECO #4724381

SHOWING THE HOME

Now it's time to get them into the car and start the homes tour .... ???

Of course, that will depend on your market-inventory knowledge.

Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.

Knowledge is power, do you have market?  Do you know the current inventory?  How much time do you spend previewing new listings?  This comes under Schedule management.s  I'll give you some ideas on that further into this series.

You can qualify buyers, get their financing in place, but without up to the minute market knowledge, you're going to struggle to convert buyers into closings.

Your next tip will be building a home tour that fits the criteria of your buyer. Until then I wish you all continued success.

Posted by

It's Your Career - I'm Here to Support YOU!

Constantine Isslamow

Broker of Record / Mortgage Broker

CENTURY 21 United Realty Inc. Brokerage.

Independently Owned & Operated

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

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Comments (7)

Jeremy Moore
Century 21 United Realty* - Peterborough, ON
www.century21.ca/jeremy.moore

Some very good points, as always!

Sep 05, 2010 01:14 AM
Tim Maitski
Atlanta Communities Real Estate Brokerage - Atlanta, GA
Truth, Excellence and a Good Deal

How much time do you take to preview homes every week?  How many homes do you preview in a week?  What size market area does that translate into?

Sep 05, 2010 02:04 AM
Peggy Noel
RE/MAX Commonwealth - Chesterfield, VA
Bouchard, ABR, CDPE, SFR

I know you are right - something magical seems to happen when you prview homes my broker said to me way beack when - and he was right.  When you know what you're walking nto, you exude a confidence and you can prepr the buyers on the drive over - you nailed it!  Thanks!

Sep 05, 2010 02:18 AM
Ken Patterson
TPR Properties - Rocklin, CA
Roseville Real Estate, TOP Rocklin Realtor

being a "Student of the Game" is what it's called I think...

Sep 05, 2010 05:09 AM
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Constantine, that's why I prefer to work in only one county.  It's much easier to stay on top of the local stats when I don't have to look at info for all 13 counties surrounding Nashville.

Sep 05, 2010 05:37 AM
Mike Wong
Keller Williams Realty Southwest - Sugar Land, TX
Realtor: Commercial, Residential, Leasing, Invest

Greaet reminder to refocus on the basics, thanks for sharing Constantine.

Sep 05, 2010 11:40 AM
Constantine Isslamow
Century 21 United Realty Inc. - Peterborough, ON
"Training and Accountability"

Great comments.  Thank you.

When I think of how many homes or what specific area, I quick to think what is my niche market?

If I'm working with first time buyers and I'm farming a specific area, You want to make sure your aware of each and every home for sale.  The more you can preview and educate yourself, the more confident you will be in the showings.

Sep 05, 2010 02:36 PM