Atlanta Real Estate Agents - Do You have What it Takes to Sell Real Estate?

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Real Estate Agent with Crye-Leike REALTORS® 165062

Atlanta Homes and Real Estate SearchAtlanta real estate agents, do they have any experience?  You you know that more homes go unsold in the Atlanta real estate market each month than sell? Expired and withdrawn listings are now exceeding sales almost 3 to 1!  I personally believe for the leveraged homeowner this may allow the seller to slip into foreclosure if they are not proactive in their marketing.  There is more grief today Atlanta real estate market that is compounded by the inexperience of the listing agent.  This is avoidable!  They obviously have no clue what they are doing, and their own ego prevents them from admitting it to themselves.  In the meantime the seller cannot sell, other more experienced agents will not show the overpriced listings that are not prepped for sale and are in need of work, and repair! It is just a total waste of time! Contrary to what most people believe...Atlanta real estate is not an easy career to be successful in. Most persons think it is, but in good times there is an 80% turn over of agents every 2 years.  Out of the 1.4 million REALTORS, 400,000 have never sold one home!  So I am not impressed when sellers sit and have no idea why thier home isn't even getting showings. They are not even getting advice from their listing agent.  Why?  Because the agent does not know what they are doing! 

When I drive through a neighborhood, and show the homes of desperate sellers..that have been sitting forever because the home has not been neutralized, is over priced, and their agent is totally unresponsive...I cannot help but wonder if they belong in real estate.  There is a lot more to real estate than wearing your badge in the grocery store and handing out your business cards at Starbucks even though you never sold a home in your career.  It doesn't matter that you have 10 listing all active, and no sales.  By the way, did you tell your clients that the only listings you have are grossly overpriced and have been sitting on the market for even the good times?  It is about being an adult and telling the truth, and about being honest and getting the deal accomplished.  It is about providing enough information to your clients so they can make an informed decision. You did do some real numbers for them, didn't you?  They are counting on you to be the professional you claim you are.  Their, home, their family's peace of mind and thier entire life may rest upon you...and your performance.   It isn't about taking the listing at any price and no commission.  Only morons do that.

So being the bearer of good news is a great plus, but telling the seller that you cannot sell a home at a profit is laudable.  It is great when you tell persons the truth!  If you are able to break down the local sales and apply them to your potential sellers questions you are doing well.  Being able to tell the seller that they may need to bring money to the table to close the deal is what were are made of. No one said this was an easy job. It is part of everyday life in real estate.  All we can provide facts, statistics, and solutions.  If a seller needs to paint, needs new carpet, a new roof, or some major updates...they need to do it.  It doesn't do anyone any good to price it lower if the property has some serious objections.  It will never sell!

So it isn't about the units we close, the Million Dollar Club that you belonged to 5 years ago, it is about performance, and results that we will be remembered by...and that gratitude from the seller will bring us more business.

Can you pass the test?  Can you look the seller in the eye and have a meaningful dialogue:

  • I may not be able to sell your home for what you want in this current market and meet your expectations
  • The home has a funny smell - would you mind kenneling the pets
  • Inquire if the seller had a fire or a flood
  • The carpets need replacing - they are beyond the cleaning stage
  • It's time to repaint the entire home the wallpaper must come down
  • Advising them that EFIS, Polybute Plumbing, and Aluminum Wiring are not a plus
  • Are you able to tell seller that they made a mistake buying on the road, under power lines or EFIS...
  • Price here is where you need to be priced
  • Here is a range you will contract in...
  • Here is a possible range of closing costs you you may have to pay to close the deal
  • Tell the seller that you are not interested in taking the listing
  • Telling a seller to interview other experienced agents to confirm your assessment

Jim Crawford

 

 

 

 

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James Crawford ABR, Broker Associate

 

 

 

 

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Rainmaker
386,634
Mark Horan
Resident Team Realty, LLC & Toni's Property Management LLC - Saint Cloud, FL
"The Resident Chef" - Resident Team Realty LLC &
Jim- Many agents don't belong in this profession, or many listing agents should really be buyers agents. There should be a separate license for listing agents so that a buyers agent can't list if they don't have what it takes. Not everyone deals with confrontation well. So they avoid certain situations when the truth is needed. I like your post.
Feb 08, 2008 02:24 AM #1
Rainmaker
707,379
Bill Roberts
Brooks and Dunphy Real Estate - Oceanside, CA
"Baby Boomer" Retirement Planner

Jim, I have long advocated higher standards for real estate licensees. Now would be a good time to implement this.

Bill Roberts

Feb 08, 2008 03:07 AM #2
Rainer
15,015
Calvin Neely
FLI Properties - Lagrange, GA
Let's get you moving!
Very good post....direct and to the point.  You have to tell your client the truth, even if it is not what they want to hear.
Feb 08, 2008 03:11 AM #3
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Jim Crawford
Crye-Leike REALTORS® - Atlanta, GA
Jim Crawford Atlanta Best Listing Agents & REALTOR

Mark Horan PA Keller Williams Kissimmee, Florida  I agree, there are many aspects of real estate that can be very testy with pricing, overcoming objections, negotiations etc.  Some may be great marketers in getting listings, but cannot pull the trigger to list it right or negotiate a close.

Feb 08, 2008 04:40 AM #4
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Jim Crawford
Crye-Leike REALTORS® - Atlanta, GA
Jim Crawford Atlanta Best Listing Agents & REALTOR
Bill Roberts - "Baby Boomer" Retirement Planning  I could not agree more!  I think that is now an inevitability!
Feb 08, 2008 04:42 AM #5
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Jim Crawford
Crye-Leike REALTORS® - Atlanta, GA
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Calvin Neely, FLI Properties Thanks! I'm sure that a Doctor never really gets used to telling a person they have cancer, or that they need surgery ASAP.  We either are professionals or we are not.  If not...do everyone a favor...

Feb 08, 2008 04:44 AM #6
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