Something to think about! Repost!
An Eye Opening Experience with much learned
Through unfortunate circumstances I recently helped my brother in choosing an agent to list a home in another state. He was distraught and asked for me to help with input. I set up four appointments. They proved to be quite enlightening. Made me evaluate my own listing presentations.
I was surprised that all 4 were actually very punctual. That is pretty much where the similarities ended. While, with the present market, all 4 probably would have ended up selling the house, I believe actions and timing would have been drastically different.
Both ladies were dressed nicely. Although the area would have easily accommodated any style dress. One lady looked sharp and fresh, the other a bit rumpled. One gentleman came with levis and white shirt and sport coat. The other showed up looking as if he had just gotten out of bed. Coming from North Idaho I try not judge too much on dress yet I found myself doing so. While I will not take the time to detail every presentation I will bring out the obvious.
Only one agent actually asked for the listing. The one agent that had a marketing plan written was nothing more than items any agent would do, such as pictures, signs, entering MLS, etc. And stated that he would be expected to be held to the list. Another said they had too many listings and could not take another. While this sounded like a busy agent to my brother, I was curious in this strong market, why they had listings staying on the market this long. Out of the blue one agent is showing pictures of his kids, then a picture of his sail boat shipped from back east (scripted to show the successful family man?). The other agent had an Ora of confidence and calm that was felt the entire interview, yet to date has never called back to follow up.
Hard to believe but only one agent called back, and not in a pushy way, stating they wanted to follow up to see if there were any additional questions we might have forgotten to ask. ONLY ONE ! This amazed me and also confirmed that we most likely had already made up our minds on the correct agent to best work in getting the house SOLD.
We did not go with the highest listed price, confident agent. We did not go with the agent who totted their past 1,000 plus sales along with unasked pictures of family and boat. Even had the agent not said no to the listing we would not have chosen the one with the most listings.
We chose the agent who came in dressed like she wanted to sell a million dollar home. Gave a price point based on present market stats. Emphasized what she would do not only to sell the home. but how she would work to make the process easiest on my brother. Someone who seemed to care about the person, not just the commission. Her actions after informing her of the decision are confirming she is also good to her word.
What did I take away from this? While I do not claim myself to be a Top Producer I do take pride in my service and professional care. I do not criticize any of the agents that we interviewed. I do know how I would like be seen and will make some changes in how I present myself.
* Even though North Idaho allows for a wide range of dress. I will in the future be surethat when I walk out the door I have a sharp clean professional look. It did make a difference in my first impression, as well as my brother's. It does not take a suit and tie to look sharp and professional.
* I will tweak my listing presentation to better show all my marketing. Not just expect a home seller to understand what I am verbally explaining.
* I will emphasize my knowledge of the market and how it relates to the suggested listing price of a home. (the top producer could/would not narrow a rough price down any closer than 20% - $200,000 even when directly asked)
* My follow up both before and after receiving a listing will demonstrate that I appreciate how important this transaction is to the seller.
* While this is what I do for a living I will make it clear my first and number one priority is the well being of my client. I know we all say it, but do our actions?
* I will keep, as one of my priorities, what our industry seems to continually forget. The importance of COMMUNICATION!
These bullets may seem obvious. Yet viewing from the outside showed me much. We all have different styles and business practices. We also are all wanting to be successful. I am simply stating some items that made me step back and take a second look at myself and how maybe I am portraying myself.
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