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 
mean 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.
Be 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
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