If you’re a new agent and want listings from friends and family…

By
Services for Real Estate Pros with Marte Cliff Copywriting

It sounds so easy when a broker tells you to get a start by reaching out to your family network.

In other words, by listing property for friends and family. It sounds easy – but that doesn’t your family networkmean it IS easy.

Some will list with you just because they care about you and want you to do well.

Others have either had a poor experience listing with another family member or have been told repeatedly that it’s a bad idea. How can you get past that obstacle?

First, do your marketing homework.

Hopefully you have a mentor or a successful friend who will show you the ropes about effectively marketing your listings.

Be prepared to talk about how you’ll use the Internet to get that listing in front of the most possible buyers. You don’t want to go into an interview saying “Well… I’ll put it on line,” but not being able to say where and how. Be ready to discuss the off-line marketing you’ll do as well.

If you already have a listing or two, be ready to show samples of your online presentation, property flyers, and ads you might have placed in print publications. If open houses are popular in your community, suggest holding one.

If you’re familiar with the house, write sample remarks that you would use on line and in flyers. Take your time with that, so you write something truly enticing. Here’s how: https://activerain.com/blogsview/5203801/write-more-compelling-property-descriptions

Next, do your homework regarding the house and the neighborhood.

do your market researchBe prepared with recent sales for the past few months. Do a market report showing whether prices are up, down, or steady. Include pictures of recent sales that are most like your subject house.

If you know the house well enough, go ahead and do a market analysis. If you’re worried about coming up with the correct price, have that mentor, friend, or broker go over it with you.

Be professional and honest, even if it hurts.

If you can see a need for de-cluttering, cleaning, and repairs, say so. If you don’t say it and they don’t do it, YOU will get the blame when the house doesn’t sell well.

Present yourself well…

Don’t show up looking like a casual family member. Dress and speak the way you’d dress and speak when meeting with any other potential client. Of course you should call them Aunt or Uncle if it fits and of course you should speak to children and pets if you know them. Just don’t be overly casual.

Since lack of communication is real estate consumers’ #1 complaint about agents…

Assure them that you will communicate with them promptly – and do it their way. Whether they prefer phone, email, text, or even FAX – you’ll be happy to oblige. You also know that they want to be informed, so you’ll keep them informed at every step during the process.

If they’re concerned about your “newness…”

Point out the advantages:

  • You have plenty of time to devote to finding their buyer.
  • You’ve just finished licensing classes and are current on all laws, regulations, and the latest marketing methods.
  • You’re familiar with all the new forms and can explain the significance of each paragraph.
  • You’re up to date on all market conditions in your marketplace.
  • You are enthusiastic and eager to prove your worth as an agent – you’ll work hard!

In addition, mention your mentor or broker and the fact that you have support and guidance from experienced people.

Now – go list and sell something for a friend or family member – and do it so well that they won’t be able to stop singing your praises!

When you’re ready to choose a niche or a neighborhood and start prospecting, come visit me at copybymarte.com. I even have prospecting letters written especially for new agents.

 

Network of people Image courtesy of ddpavumba at FreeDigitalPhotos.net

Researching Image courtesy of suphakit73 at FreeDigitalPhotos.net

Comments (13)

Francine Viola
Coldwell Banker Evergreen Olympic Realty, Olympia WA - Olympia, WA
REALTOR®, In Tune with your Real Estate Needs

Great advice because even us veteran agents sometimes slack in the preparation when dealing with friends or family.  It is so important to know your stuff and be professional regardless if you are related to your client or not.

Jan 16, 2020 04:52 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thanks Francine Viola - after I wrote this I thought "This could apply to any agent, trying to get a listing from any seller." Be prepared and be professional!

Jan 16, 2020 07:38 PM
Realty Pack
Realty Pack - Bel Air, CA
Real Estate Blog

Great content, Marte. Doing your research is very important even if you're working with family or friends.

Jan 17, 2020 01:11 AM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Marte - a real estate transaction can be quite emotional.  In some siatuations, that can be exaggerated.   With family, or close friends,  understanding those things by remaining professional, knowledgeable and the continued source of informed communication can make a positive experience for all.  A good message to all new agents as well as those much more seasoned.  

Jan 17, 2020 05:22 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Great advice, Marte... but you know, this advice is also excellent for an awful lot of "not so new" agents, who've gotten a bit lackadaisical.

Jan 17, 2020 06:42 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thanks Realty Pack - Yes, it's always important. Welcome to the Rain!

Michael Jacobs - Considering the emotions, it's important for "family member agents" to remain cool and professional. No one benefits if the agent gets involved in the emotions.

Jan 17, 2020 09:23 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Nina Hollander Oh yes - I've known many agents who have forgotten what they might once have known about professional work habits.

Jan 17, 2020 09:24 AM
Beth and Richard Witt
Long Island Cash Home Buyer - Center Moriches, NY
Long Island Cash Home Buyer 516-330-6940

Great advice Marte but I have to tell you that over 40 years in the business and I never worked for a friend or family member...  Not my thing but I love your advice for new contacts...

Jan 17, 2020 12:03 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Beth and Richard Witt If agents did all that for every prospect, just think how fast they would succeed.

Jan 17, 2020 12:09 PM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

This is excellent advice to share.

Have an outstanding week!

Jan 19, 2020 09:27 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thank you Roy Kelley - I wish you an outstanding week as well.

Jan 19, 2020 10:02 AM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Great advice as always - it is harder sometimes to get a friend or family to list with you than a complete stranger - because they don't know you are new

Jan 22, 2020 08:52 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Lise Howe That's true. And I know some people who simply won't do business with friends or family.

Jan 22, 2020 08:59 PM