I oftentimes get calls from sellers when they are counting down the days until they expire. It's like the 12 days before Christmas for them. They are riddled with anxiety, disappointment and frustration from watching everything around them come up and go down [sold] but they still remain on the market and rightly so, they want to know WHY?
My first meeting with the sellers is full of compassion. They have had it with the market and want to move on with their journey in life. They are aprehensive about believing a REALTOR at this point but want to know what it's going to take to finally sell their home, get the family back together again and what is the collateral damage. Oftentimes sellers can be living in two different states and houses, tracking back and forth to keep the family together and the uncertainty of when it will all end is excruciating. At this point, it's easy....I listen....
#1. Compassion for the situation, If you're getting traffic and no offers, and you like your agent - My Advice; REDUCE YOUR PRICE and stay with your agent, they have worked hard I'm sure but can't control the buyers out there, By the way Mr. Seller, have you had any offers? If so, what were they? Oh yeah, your price, who recommended the price you were listed at?
#2. If they feel there is no going back, and they want a new strategy, I ask them what they liked and disliked about the prior listing/agent. I make sure I do what they liked (within reason) and better yet, DON'T DO...what they didn't like.
#3. I am prepared for this listing presentation and I know my market inside and out. I come with a CMA, Absorption Rates, Tax and Legal and I have memorized my potential objections. If they are interested in my 'global' marketing strategy, I have that as well.
#4. I have the answers, if I don't - I don't fake it. I tell the sellers I'll get the answer for them today and get back with them.
#5. I ask how they like to communicate and get e-mail addresses as it's the easiest way to do so.
#6. I ask how soon they would like to be sold and have a range for my list price as in, Sold next week or sit for a little while, the later I don't recommend.
#7. I have a NET PROCEEDS sheet showing what they walk away with if they accept this price today but focus on the end result of getting the family together and moving on with your journey in life.
#8. I have a staging checklist to leave with the sellers of what to do during a showing and any little repairs that may need to be done.
#9. I have a contractors list of several contractors in hundred of categories. If they need help, it's at thier finger tips.
#10. I have a listing contract and all supporting documents - YES, I ask for the listing.
#11. Lock Box, Sign and Camera are with me and I'm ready to put this listing on the market NOW.
#12. As in the 12 days of Christmas, If they decide to continue to do the same thing and expect different results, I leave ONLY my business card and kindly ask them to call me if they need help in the future.
I want your listing and I ALSO want to make a living so how can I help you?
If you can add to my list, it's welcomed and greatly appreciated!
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