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A Marketing Strategy That Works ... Step 3 "Target Realtors® Working with Ready, Willing and Able Buyers"

By
Real Estate Broker/Owner with Novak Advantage Real Estate UT DRE# 5459481-PB00

Step 1 ... "Admit that it is a Buyer's Market"

Step 2 ... "Price your Home to Sell and Plan on Negotiating"

Step 3 ... "Target Realtors® Working with Ready, Willing and Able Buyers"

The MLS remarks section is ground zero for distinguishing my client's homes from the hundreds of others on the market. Trite descriptions are ineffective and puffery is simply annoying to other agents when it is in the MLS. This is the place where I have the opportunity to tell other agents why my client's home should "make the cut" when they are screening houses to show their buyers. The printout from the MLS, with these remarks, frequently makes its way into the hands of the buyers, too.

The "call to action" for buyers lies in believing that the seller is motivated and negotiable. Buyers absolutely will not buy a home right now unless the BUYER feels that it is an UNBELIEVABLY PHENOMENAL "deal".

I made the following recommendation to all of my clients on December 1st. The first of three success stories using this strategy occurred within 3 days! The example noted below was a home in East Layton that had been on the market for 182 days at a list price of $229,900. I re-listed it with the following information on December 1st, placed it under contract on December 4th and closed the sale on December 23rd.

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Leave your list price the same, but incorporate "seller considering offers starting at $218,500*" (*this price must be at least 5% below your current list price to be effective) into the Remarks Section only on the MLS - this is where buyer agents are actively working with qualified buyers. I do not want to lower your official list price in the event that January 21st (and the new administration) brings a remarkable and tangible change in the financial state of the union.

Include as much personal property (not as "negotiable") as possible:
Refrigerator, Washer, Dryer, Lawnmower, Snowblower

Offer to pay up to 3% toward buyer's closing costs.

Offer the buyer a $375 one-year home warranty ... this also covers you during the listing period.

Green Sticker & service the furnace and water heater, if not already done (+/-$150). This will save you money in the long run by eliminating the buyers' and appraiser's request for repairs once under contract.

Complete a professional home inspection and offer this to the buyer (+/-$275). This will also save you money by eliminating the buyers' and appraiser's request for repairs once under contract.

MLS REMARKS SECTION: Motivated & negotiable seller considering offers starting at $218,500 plus up to 3% in buyer closing costs. Purchase price includes 1-year home warranty, professional inspection report, fresh paint, clean carpets, refrigerator, washer, dryer, lawnmower & snow blower.

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This is a painful time for sellers, but homes are selling - since December 1st I have put six homes under contract (three from my own listing inventory and three as a buyer's agent on other Realtors® listings). Hopefully, you are able to take financial advantage of these same market conditions during your price negotiations on your new home.

Step 4 will cover what comprises an effective advertising and marketing plan during these unprecedented real estate market conditions.

RE/MAX Masters ... Offices in Salt Lake City and Layton, Utah

Direct Phone:    801.726.1443
Direct Toll Free: 800.977.7835
Direct Fax:        866.541.2392

kim@utahhouseandhome.com

www.UtahHouseandHome.com

What's My Home Worth?                www.utahhomevalues.net

Search for Homes                            www.utahhomelistings.net

... Educated & Experienced, Professional & Successful ...

Posted by

Kim Novak is the Broker/Owner of Novak Advantage Real Estate. She can be reached by call/text/FaceTime at (801) 726-1443 and by email to kim@novakadvantage.com.

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