Unforgettable, that's what we are...

By
Real Estate Agent with Remax First Realty II 0790808

The things that sets Team Zuhl apart from the crowd, our clients tell us, is that we are able to be real professionals while still being "real" people.

 When a would-be home seller approaches us, we first determine if they are, in fact, ready, willing, and able to sell their home. Then, we hit them with the one-two punch.

  • Our pre-listing package is very visual. In many cases we will take a picture of the home and have that on the front of our marketing materials for when we meet with the seller.  We have sample flyers and other marketing pieces that we present when we meet with them.
  • Our listing presentation is data driven. By the time prospective sellers have reached out to us, their decision is usually made and they don't need or want an emotional sales pitch. They want facts - they want to know what percent of the local market we list and sell, they want to know what percent of our listings sell and at what percent of list price they sell for. They want to know how many showings we typically have per week, how long it takes to get an offer, and, often most importantly, how much we think their house is worth.

 

The follow up depends on what we've learned about our clients during the listing presentation. 

Two Notable examples:

 

The Strawberry Shortcake approach: At a listing appointment a few years ago,  Jean and the wife (stereotypically) talked about bakeries while the husband and Wayne talked stats (embracing our steak and sizzle reputation). The wife waxed reminiscent about a strawberry shortcake she had had years ago from a bakery in Bayonne. One phone call later told us that the bakery was still in business, still made strawberry shortcake, and was happy to deliver it to her the next day. We got the listing. We use the same approach when a homeowner indicates a type of candy or flowers they like, or even a book they're planning to read. The key is to listen.

 

The Helpful Hand approach: It's not unusual for would-be home sellers to share their needs - they need to get the roof repairs before they list their home, or they need to hire an estate sale specialist to help them declutter, for example. In our Thank you note the next day, we include our referrals for the services the homeowners indicated they needed along with an offer to make the phone calls for them. Again, the key is to listen!

 

 

This blog post is an entry in the Active Rain Contest: Share Your Out-of-the-Box Seller Follow-up Strategies.

 

 

Posted by

 

 

 

~ Wayne & Jean 

Union County, NJ - a great place to live and work!

If you're looking to buy or sell a property in Union County, call us at 908-917-4189 or email TeamZuhl@gmail.com.

 

facebook  Pinterest  LinkedIn  Read Our Blog!

All opinions, information and data provided is deemed reliable but is subject to errors and omissions. Not intended to solicit other Brokers' clients. We cooperate with them fully. 

Comments (30)

Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Congratulations on your feature recognition. Thanks for sharing some of your successful business practices.

Aug 12, 2016 11:11 PM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Friends, Romans and countryman...lend me your ear was a call to listen

Aug 12, 2016 11:58 PM
Harry F. D'Elia III
RentVest - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

The one thing that I can offer sellers is my deep bench of vendors to assist in getting the home repaired before selling it at a great price.

Aug 13, 2016 12:32 AM
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing!!! 

It's not unusual for would-be home sellers to share their needs - they need to get the roof repairs before they list their home, or they need to hire an estate sale specialist to help them declutter

Aug 13, 2016 06:36 AM
Rebecca Gaujot, Realtor®
Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

I can see why you get listings in your area...love your approach!

Aug 13, 2016 07:00 AM
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg Real Estate

Good thoughts & entry into the contest. It pays to actually listen to your clients instead of listening for the next opening for you to speak.

Aug 13, 2016 07:42 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

This is wonderful! Would you mind if I added a link to this post to my website for new agents? 

Aug 13, 2016 12:45 PM
Wayne Zuhl

I'm flattered that you would even consider it,  Marte, and of course you can


 

Aug 13, 2016 10:25 PM
Marte Cliff

Thank you! 

Aug 14, 2016 06:01 AM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

You have hit the nail on the so far as I know from my 17+ years in real estate.

 Again, the key is to listen!

Aug 13, 2016 01:18 PM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

so true. A most informative post.

Aug 14, 2016 01:23 PM
Realtor.com® - A division of Move, Inc.
realtor.com® - San Jose, CA
Proven Systems

 Wayne and Jean Marie Zuhl , we absolutely adore the story of the strawberry shortcake! We agree that listening is the #1 thing agents can do to find the "right" way to stand out with each prospect.

 

We're putting together a sellers' guide and would love to include your submission. Do you mind if we re-publish, alongside your name and photo for attribution? 

Aug 15, 2016 10:37 AM
Wayne Zuhl

We're flattered that you would even consider it and of course you can.  


Thank you!

Aug 15, 2016 11:04 AM
Realtor.com® - A division of Move, Inc.

Thanks so much! We really appreciate it, and the honor is all ours!

Aug 15, 2016 01:29 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good Morning Wayne and Jean - quite a few memorable out of the box things here.  I love idea of bring a picture of their home on your marketing materials.  But since so few listen what you do to show that you did has got to clinch it!

Aug 15, 2016 10:28 PM
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
MC Dwyer-Santa Cruz Mountains Property Specialist

A great read for my morning, as I have another listing presentation coming up!

And as I think about it, I have something unique & unforgettable to give them ...

Aug 16, 2016 01:37 AM
Wayne Zuhl

Good luck on your listing appointment!

Aug 16, 2016 02:05 AM
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Excellent approach and great listening skills!  By listening and then following up with the needed referrals for repairs and baked goods, you demonstrate why they should use you.  Good job!

Aug 17, 2016 06:55 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Wayne and Jean Marie Zuhl - great approach for sure.

Specially when you want to help seller 'prepare the home for selling'! Always works.

Aug 17, 2016 04:39 PM
Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Wayne and Jean Marie Zuhl - Congrats on being featured at Realtor.com! It is a unique approach. It shows very serious listening skills that an owner would not forget.  Great job!

Aug 23, 2016 02:25 AM
Wayne Zuhl

Thank you!

Aug 23, 2016 08:04 PM
Claude Labbe
Real Living | At Home - Washington, DC
Realty for Your Busy Life

Does the steak and the sizzle change?

I'd think there may be times when it strikes you to swap roles with a particular listing.

The strawberry shortcake...that's genius in that particular case, and very smart as a general approach.

Sep 08, 2016 02:48 PM
Wayne Zuhl

Hi Claude - we hardly ever swap roles, only occassionally with clients that one of us has a relationship with.

Sep 10, 2016 01:04 AM
Anonymous
TxXZInega

eZaXyfMTkwON

Aug 04, 2020 01:04 AM
#27
Anonymous
ETalIwvNbKuXWA

TDzUcBHaYKsSEb

Aug 04, 2020 01:05 AM
#28
Anonymous
bmUtaWpn

mGoEOnvWT

Sep 01, 2020 01:14 AM
#29
Anonymous
FYPzSLID

mCNfLdvprSs

Sep 01, 2020 01:14 AM
#30

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

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