Preview Ten Listings Today and Report Back

By
Education & Training with Sell with Soul

Got this idea from Herb Hamilton's featured post today "Doom or Gloom or Huge Success."drive

Active Rainers - let's have some fun. In the next 48 hours, go out and preview ten listings in your area. Any ten you want. Make it easy on yourself and preview the ten homes closest to your home. It'll take you an hour or two.

Then report back. Of those ten properties, how many are being competently marketed? How many are not?

To my way of thinking, here's what "competently marketed" means:

  • The home is easy to show (yes, even on Sunday)*
  • The sellers know to be gone for the showing*
  • The home is clean, tidy and smells good*
  • It is, of course, priced well
  • If there's a brochure box, it's full
  • The MLS description is enticing and intriguing, not to mention accurate
  • The MLS listing includes great photos
  • There are no barking dogs locked up in the laundry room*
  • There is no lingering odor of Football Game Chili in the air*
  • The lockbox and key work smoothly*

*If you're saying that these are seller responsibilities and beyond your control, you're wrong! It's our job to make sure our sellers know THEIR jobs as partners in the home-selling process.

See, here's the thing. Our job, as real estate agents, is not to prospect prospect prospect until our fingers go numb. The reason we have a license for what we do is because we provide an important service to those people who honor us with their business. We owe it to our sellers to give their listings our full attention and commitment ... instead of fitting in our home-selling activities around our prospecting efforts.

I'll betcha that out of the ten listings you preview, very very few will meet my standard of competent marketing. I'll betcha most will fail miserably. I'll bet it will be clear to you which homes are marketed by someone who gives a damn about selling their listings... and which ones are marketed by someone who has better things to do.

Imagine if we all cared about selling our listings. I mean, really really cared. Imagine if we all had the guts to tell our sellers what's what and why. And how. If we all spent just one hour a day making sure our listings are being properly marketed and presented to the market.

We could turn this mess around.

www.sellwithsoul.com

copyright Jennifer Allan 2007 

 

 

 

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Rainmaker
66,566
Joe Zapata
Keller Williams Realty Media World - Burbank, CA
Your Burbank Real Estate Expert

Jennifer - Nice post.  I do make it a point to try to preview at least 3-5 homes a day(usually vacants as they are easier to get into). 

As a buyers agent it helps me to know the inventory better so that when a new buyer comes along i already have knowledge of the inventory as well as the homes themselves.

As a listing agent it helps me to know how others are marketing their listings(good or bad) and sometimes it even gives me some good new ideas to work off of.  It also gives me a hands on approach for my listing presentations as I can speak with potential clients with first hand knowledge of their area not just a CMA printout with a list of homes I have never seen.

KNOWLEDGE IS POWER.  The more you know the farther you will go.

P.S. - It also helps me to clear my mind by just getting out for a while, lol.

Nov 05, 2007 02:28 AM #26
Rainmaker
45,343
Ryan Allie
Living Puget Sound - Des Moines, WA
Creating Your Puget Sound Lifestyle
I like your idea. I'm not sure about visiting 10 listings, but you need to know what your competition is. I do believe you can sell your listings alot easier if you do the things you mentioned. I always tell my seller's that a home buyer needs to feel at home in the house if they want to sell it. Sometimes you sell home "as is", but even in those instances I think you need maximum exposure.  
Nov 05, 2007 02:31 AM #27
Rainer
5,715
Joe Olmi
La Entrada Realty - Albuquerque, NM
I have mixed feelings....I guess depends on who the side I represent.  Of course, as a sellers agent, we want to the most simple cost effecticve aesthetic fixes to keep it clean.  Some of your points cover houses that are owner occuppied, what about vacant homes?  They often sit, collect weeds, dust, trash and bugs...we must effectively communicate our tips to our clients.  As a side example, I just closed on a house that was in "deferred" condition, originally listed at about $197,900, we viewed it at $180,000 and offered $160,000.  Along with the offer, I included a letter that outlined a list of repairs and upgrades that were obviously never addressed in the 17-20 year life of the home.  Had the home been cleaned, maybe touch up some paint, and all junk and trash removed, they may have gotten their price, and had an argument for negotiating a higher price for the seller.  A handful of these items that would make the home shine, were taken care of by the seller as a contingency in the contract.  Professional cleaning and clean up, the buyer, indicated after seeing the home before closing, that he would have paid the $180,000 had the home looked this way in the beginning, instead, a $10,000 price swing in his favor means my happy buyer!
Nov 05, 2007 02:48 AM #28
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Joe - I used to be "Denver's Vacant Home Specialist" because I had a lot of vacant listings. I took the responsibility of keeping those listings show-ready as part of my service. Sellers simply aren't going to do it and if they won't, and you want a sale - you'll have to. Or, don't take the listing. I felt that the trade off was worth it - vacant homes are easier to deal with for many reasons, but you do have to do some of the maintenance work yourself.
Nov 05, 2007 02:54 AM #29
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Renee - You get it... so you are relieved of the ten listing preview assignment! Selling listings is hard work. But it's well-compensated work if you succeed!! GREAT point about asking for a price reduction without holding up YOUR end of the bargain! Wish I'd thought of that.
Nov 05, 2007 02:56 AM #30
Rainmaker
441,311
Debbie Cook
Long & Foster Real Estate, Inc - Silver Spring, MD
Silver Spring and Takoma Park Maryland Real Estate
As a Listing Agent this is a RIGHT ON POST! 

Even the buyers agents out there have to admit they DO LIKE a well priced, easy to show, clean listing with a GREAT experienced Listing Agent behind it to negotiate with?!?!
Nov 05, 2007 04:45 AM #31
Rainer
42,109
Todd Hueffed
Champions Real Estate Services - Everett, WA

I am so amazed even with my listings right now. The showing are slow and it seems that sellers are getting lazy thinking that nobody is going to come by today.

I was showing upper end properties recently 800K+ and was truly amazed at most of the homes and how they showed cold. I had to cold show most homes as my clients were from out of town and we really did not know what we were going to look at until that day. Anyway beautiful homes trashed inside and little minor repairs (under 100 bucks to fix) that were strewed around that properties.

I try to explain to my sellers that they need to keep the home picked up and ready to show in 10 minutes or less. I told them yes its stressful but that's the price of selling your home in a slower market.

You need to be in the top 30% of the market in home presentation or the bottom 30% in price....

Todd Hueffed

www.ThatHomeZone.com in partnership with Keller Williams North Seattle

Nov 05, 2007 06:51 AM #32
Rainmaker
595,381
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate
Oh how I wish all listings met this criteria. It would make all of our jobs much easier and would get higher sale prices for the sellers.
Nov 05, 2007 10:43 AM #33
Anonymous
Anonymous
Liked your original post and challenge but was a bit concerned about one of your comments about helping a "friend" with his inspection.  First of all if you are not a licensed contractor you are in violation of our NAR code of ethics by giving advise in an area where you are not expert. Second if I were the buyers agent I would call you on the carpet for interference with my exclusive agency relationship with my client (another violation of the NAR code of ethics). Your friend is afterall in a contractual situation so they are being represented. No matter how you feel about the style of representation you are wrong to step in when not invited by the agent.   If the buyer did not understand the report he should have consulted the inspector and perhaps a contractor for advise.  The problem with many agents is that they step way over the line sometimes and I think you jumped over it in this situation. 
Nov 05, 2007 02:13 PM #34
Rainmaker
655,882
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes
Good post. Love the homes with the smelly barking dog locked in the laundry room, and love even more the ones with underwear on the floor. Thanks for posting.
Nov 05, 2007 02:54 PM #35
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Regarding helping my friend with the inspection - don't worry - for the sake of brevity, I did not include all the details of the situation and I am well within my bounds of expertise AND non-interference. The buyer's agent was in fact grateful for my help because she is not used to dealing with older homes.

Lisa - I agree! Wouldn't it be wonderful if our buyers could evaluate a home based on whether or not it suited them instead of whether or not it was CLEAN and SHOWABLE?

Nov 05, 2007 09:31 PM #36
Rainmaker
82,132
Patty Keller
AnotherME, LLC - Atlanta, GA
AnotherMe - 770-414-9393 - RE Virtual Assistant

Jennifer - great idea!  Most agents are complaining there are no showings these days, this would generate showings and hopefully, some feedback on the listing!  Which might just convince the sellers to make the changes recommended by their realtor or a much needed price reduction. 

I plan to stop by your booth at NAR!  Looking forward to meeting you!

Patty Keller, AnotherME

Nov 05, 2007 11:09 PM #37
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Okay - am I losing my mind or are some of your comments disappearing??? Trying to respond and I can't find all the ones I was emailed!!
Nov 06, 2007 12:03 AM #38
Ambassador
1,039,740
Robert and Lisa Hammerstein -201-315-8618
Keller Williams Valley Realty - Hillsdale, NJ
Bergen County NJ Real Estate

Hi Jennifer,

What a great suggestion and we do so agree with each and every one of your points.  Love the one about the barking dogs.  Many people don't attach value to what a real estate professional brings to the table and this nicely illustrates just some of the many ways we contribute.

Nov 06, 2007 04:07 AM #39
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Great point Lisa - to take it a step further - if you (as an agent) are competently marketing your listings, you'll be a whole lot more confident in your level of service, so selling yourself should be a piece o'cake!
Nov 06, 2007 09:55 PM #40
Rainer
35,340
Rob Baldwin
US ECO-GREEN REAL ESTATE INC. - Santa Clarita, CA
REALTOR, Santa Clarita

Jennifer, I could not agree with you more. If agents these days would level with their sellers we probably would have fewer listings on the market. Agents need to realize they are not in the business of selling homes, they are in the business of marketing them. In the end the home will sell it self if priced, and marketed properly.

Nov 07, 2007 04:50 AM #41
Rainer
83,497
Matthew Zgonc
Aksland Real Estate - Modesto, CA
Realtor, CFS, CVS
Of the ones that I have done recently.  Only 2 or 3 out of 10 would fit into that category.
Nov 07, 2007 07:27 AM #42
Rainmaker
484,282
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Rob - you are correct. We have a fantastic system in place for selling homes - we don't need to do that ourselves. We need to make sure our product is well priced and well presented and the buyers will find it!
Nov 07, 2007 10:19 PM #43
Rainmaker
1,004,738
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate
Hi Jennifer:  This is a great idea.  I very much recommend it as something to do... especially when things are a bit slow.  Increasing one's market knowledge can easily lead to more business.
Nov 08, 2007 05:06 PM #44
Rainer
31,605
Tim Derylak
Keller Williams Realty - Fort Mill, SC

This is so true.  Even more so now that we're in 2010 in a very challenging buyer's market!

Sep 19, 2010 02:26 PM #45
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