How to Wow Your Seller - the Favorit-est Tips!

By
Education & Training with Sell with Soul
https://activerain.com/droplet/47WY

teleseminar

Last Thursday we did a little show in the SWS Virtual Studio called "How to Wow Your Seller" where Susan Haughton and I discussed various things a listing agent can do to ensure that her seller clients are talking about her behind her back, letting everyone they know how thrilled they are with the service they're receiving. At the end of the show, we asked the audience to share their Favorit-est Tips and below are the results of that survey.  

But first, know that your sellers aren't going to be "wow'ed" by a big flashy display or expensive closing gift. No, wowing your seller (or your buyer for that matter) is far more a function of the Total Client Experience - how satisfied they are in the day-to-day with your communication, your attention and your expertise. If your client is less-than-wow'ed with you during your transaction together, no Flashy Wow or Fancy Closing Gift will change that.

My point is that the Favorit-est Tips you will read about might seem kind of mundane, even ordinary, but I promise you, if you do these things for your seller, you'll blow away most of your competition because they AREN'T doing them!!

So... without further adieu... How to Wow Your Seller: The Favorit-est Tips

Favorit-est Tip #1 (by far): Contact the seller every day for the first ten days of the listing. While putting a sign in a yard may be just another day at the office to you, it's a Big Deal to your sellers and they want to feel that you care as much as they do about your new listing. The best way to let them know this is to be in frequent communication about all the things you're doing and what's happening so they know they're Always On Your Mind. This is really easy to do since there ARE a lot of things going on in those first ten days! 

Favorit-est Tip #2: Ask your seller for feedback on how you're doing. That this tip was so popular surprised me. But yeah, a few weeks into the listing (after you've been showering them with attention the first ten days!), just ask your sellers if they're satisfied with your service. I think I'd fall over in a faint if a real estate agent ever asked me that! 

Favorit-est Tip #3: Give the seller a Market Snapshot when their home goes on the market. A "Market Snapshot" is a list of the current competition for your listing - aka the other homes on the market competing with yours. Every few weeks, update this report with a "State of the Market" report, detailing recent activity such as new listings, price reductions, homes under contract and withdrawn, etc. 

Favorit-est Tip #4: Preview any new competition as it comes on the market and share your findings with the seller. Keep an eye on the market activity surrounding your listing and preview any new listing that comes up. This gives you a great excuse to contact your seller with feedback and keeps you up-to-date on the market activity in the area. Win/win!

Favorit-est Tip #4a: Offer to take your seller out to preview the competition for their home. 

Favorit-est Tip #5: Provide the seller with a Calendar of Events detailing what will be happening during the listing period, as well as during the Contract-to-Closing period

Other Tips: Provide prompt feedback after an Open House, send the seller links to your online advertising, prepare a thorough CMA and be able to intelligently discuss the data within it, prepare a new CMA every six weeks, use "we," "our," and "let's" when discussing strategy. 

If you'd like to hear the entire show, you can find it at Club SWS or at the SWS Bookstore

***

Here is a short survey about the things a real estate agent can do to make sure his or her seller knows he or she cares! If you have a few minutes.... just click this link to participate - http://survey.constantcontact.com/survey/a07e7km90vrhh7rmfut/start 

 

 

Posted by

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

close

Re-Blogged 4 times:

Re-Blogged By Re-Blogged At
  1. Cheryl Ritchie 05/13/2013 04:37 PM
  2. Donna Foerster 05/17/2013 06:18 AM
  3. Charles Stallions 05/22/2013 10:56 AM
  4. Winston Heverly 06/04/2013 12:47 PM
Topic:
Real Estate Best Practices
Groups:
More Referrals: Strategies & Tips on Getting More Referrals
Real Estate Rookie
Learn to be a Top Producing Listing Agent
Selling Soulfully
Silent Majority
Tags:
sellers
all blogs
sws teleseminars
favoritest tips

Spam prevention
Show All Comments
Rainmaker
303,933
Michael J. O'Connor
Diamond Ridge Realty - Corona, CA
Eastvale - 951-847-4883

I agree with you about letting the contact management system help you to 'remember' as it can be pretty easy to forget to communicate when you are so busy working hard for the client!  It's probably the worst thing to do to forget to communicate!!!

May 14, 2013 03:19 AM #47
Rainmaker
1,431,531
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I took a seller out on a tour of comps once.  She became a lot more cooperative about price and condition.

May 14, 2013 04:35 AM #48
Rainer
102,509
Doug Cook
Coldwell Banker Brown Realtors - O'Fallon, IL
Better Service, Better RESULTS!

Jennifer,

Congrats on the feature and good reminder on how to be out in front.  Tailored as necessary for each client, all of these action should be part of the service I'm providing to my clients.  Great post.

May 14, 2013 07:34 AM #49
Rainmaker
138,924
Annett T. Block
NextHome Connect Realty - Fort Lauderdale, FL
Your NextHome in Fort Lauderdale Beach

I admit doing only some of those. Thanks for the reminder to catch up on other things. Will be add on to my checklists. Thank you!

May 14, 2013 08:36 AM #50
Rainmaker
2,439,349
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Certainly a lot of great points, I often wonder if the sellers forget that there home is even for sale as they never seem to call either to ask what is going on as well.

May 14, 2013 10:49 AM #51
Rainer
70,124
Amber Gunn, Broker
Strub Residential - Cedar Park, TX
Listing Specialist,Best REALTOR in Cedar Park, TX

I already have incorporated #3 and #4, but I'm definitely going to incorporate #1 and #2!  Thanks!

May 14, 2013 09:36 PM #52
Rainmaker
186,651
Tanya Nouwens
RE/MAX ROYAL (JORDAN) INC. / Tanya Nouwens Inc. www.readysetsold.ca - Montreal West Island, QC
Montreal Real Estate Broker & Stager

Incorporating all of these into my planner and my practice.  Love it.  Thanks, Jennifer. 

May 23, 2013 02:58 AM #53
Rainmaker
653,941
Bobbie Smith
Stroudsburg, PA
570-242-1891

Jennifer, Great post! Congrats on the feature.  You never got half of these from your agent! How sad is that.

It is one of the biggest complaints we hear from our listing appointments.  Communication is very important.

My clients know upfront how often they will hear from me and other communications they will receive during our time together because it is one of the biggest complaints we hear.

May 27, 2013 09:55 PM #54
Rainmaker
878,458
Janis Borgueta
Key Properties of the Hudson Valley - Newburgh, NY
LIC RE Salesperson

Great tips. Love it idea of an excuse to call every day for the first ten days. This does make perfect sense!!

May 27, 2013 10:09 PM #55
Rainmaker
3,882,879
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Congratulations Jennifer on a well deserved feature post! Wonderful tip and contacting the seller every day for the first 10 days is brilliant.

May 27, 2013 10:14 PM #56
Rainmaker
484,557
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Here is a follow-up to this blog (with more coming soon!) http://activerain.com/blogsview/3739389/even-if-they-don-t-complain-sellers-notice

May 27, 2013 10:20 PM #57
Rainer
180,965
Chris Jenkins-Sarasota Realtor
PalmerHouse Properties - Sarasota, FL
"Expect Success"

I agree that contacting every day for the first 10 days or so is a superb idea... I feel it happens anyhow, with showings, feedback, sharing marketing activities, etc,  but a conscious effort to do so and ensure it happens is great.

May 28, 2013 10:48 PM #59
Ambassador
1,241,879
Joni Bailey
101 Main St. Realty - Huntsville, TX
Your Huntsville / Lake Livingston Area REALTOR®

Jennifer: These are all great ideas and I enjoyed your 'even though' post as well!

May 29, 2013 01:48 AM #60
Rainer
405,683
Brad MacKenzie
Brad MacKenzie - Duxbury, MA
Turning Houses into Homes on the South Shore

Ah, there it is: #2.

May 29, 2013 01:55 AM #61
Rainer
453,420
Diane M. Phillips Realtor 443-286-4365
Frankly Real Estate Inc. - Manchester, MD
Specializing in Carroll Co., MD

Jennifer ~ Great tips, wowing them along the way is much more valuable. After all that's when they are talking to their friends about what a great agent you are! : )

Jun 04, 2013 01:36 AM #62
Rainmaker
3,772,081
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Jennifer. Winston re-blogged this and I'm glad he did. Great tips and you are right: communication is key always. Enjoythe day.

Jun 04, 2013 08:31 PM #63
Rainmaker
1,064,887
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

I am pleased to say that I have found all your tips to work like a charm!

Jun 19, 2013 12:01 AM #64
Rainmaker
648,354
DeeDee Riley
Lyon Real Estate - El Dorado Hills CA - El Dorado Hills, CA
Realtor - El Dorado Hills & the Surrounding Areas

Jennifer,

These were excellent tips and your follow up tips were as well!  Thanks so much for sharing!!!!

DeeDee

Jun 20, 2013 04:09 PM #65
Rainer
7,898
Julie Srednicki Team
Show Appeal Realty - Scottsdale, AZ

Hi Jennifer,

   I can't agree more that constant communication is one of the key ingredients for a successful sale !!! Customers love it and you will gain a fan for life!!!

Enjoy your day!

Jul 10, 2013 04:51 AM #66
Rainmaker
273,670
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

My last listing was vacant and my Seller said I did not have to waste my time doing open houses. I said I had nothing better to do on a Sunday afternoon. I sold her house to a Buyer who came to an open house. That's how I wowed her.

Feb 17, 2014 09:14 AM #67
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
484,557

Jennifer Allan-Hagedorn

Author of Sell with Soul
Ask me a question
*
*
*
*
Spam prevention