Ten Tips to Avoid Seller Rejection Before the Appointment

By
Real Estate Agent with Keller Williams Realty

Door to a House - 24 clipart

Set yourself up for failure before you even set foot in the seller's home?  Pitfalls avoided by simply following these common courtesies. 

  1. Initial phone call.  A seller calls and leaves you a message with their first and last name.  Return the call ASAP and begin with Ms. or Mr. (last name).  Be formal until they say call me (first name).  Be sure you return the call when they designate a time frame in the call or not too early in the morning hours or too late. 
  2. Setting up an appointmentMake sure that all parties (husband, wife) will be able to be there for the appointment if possible or set up when they all can be present.  If it is not possible for all to be present then make sure you can visit via phone prior to the appointment to introduce yourself.  If there are children, see if there is a best time to come where it will not conflict with routines.
  3. Place a call the day before the appointment to confirm the seller's convenience as well as all parties to be present. 
  4. Be on time.  This is a respect extended to your seller.  No Realtor time here ... get to the property early and park down the street to gather thoughts and to assure you will be ringing the door bell right on the dot.  Be sure you have spit out the gum before leaving the car.
  5. Make sure you are dressed professionally and clothes are in good repair.  Business professional is best with ladies allowed a little flare but not over the top.  Make sure your hair is groomed and shoes shined.  This does make a difference.  Never let your appearance be the obstacle before you open your mouth.  This includes odors (avoid food odors that penetrate your clothes at lunchtime i.e. Mexican food)  Don't wear heavy cologne or perfume as the seller's may have an allergy or just not like the scent. 
  6. Never park your car in the driveway of the home unless there is no street parking.  By parking in the drive when there is nearby street parking is making a statement that you are controlling. 
  7. Carry your presentation/materials in a professional binder or case.  Again it is a statement of image and organization. 
  8. When the door opens know the seller's name and call them again Mr. or Ms. (last name) unless they have told you otherwise. 
  9. Time to shine! Have your hand free to extend a handshake.  Not too soft of a handshake nor to hard.  This is your first impression so make it good!
  10. As you enter through the door remember you are a guest but be confident and take control. 

Ten steps that if followed will keep the seller from shutting down the opportunity before you have a chance to dazzle them with your presentation. 

 

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  1. D B 01/29/2009 08:04 AM
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Rainmaker
218,876
Mark Organek
And the United States of America - Mesa, AZ
It's not a game, it's your life.

Connie, great tips to use!  For a minute I thought that you said TO park in the driveway.  I'm sure glad I read it over again.

Jan 30, 2009 03:50 AM #55
Anonymous
Trevor Waddell - RE/MAX Excellence Edmonton, AB

Connie,

 Good Post!!  I have read your post and the comments.  Most have not heard of parking in the drive way of the clients home.  I have heard of the 'No Parking' idea but not for reason of showing control but for the reason of maybe you arrive moments before the husband or wife who are running late and need to park in the garage - now you have a disturbed seller before you meet them.  Also maybe the teenaged child is leaving and needs you to move your vehicle so they can leave the garage.  Now you have to stop your presentation part way through to move your car - YOU LOST MOMENTUM and POSSIBLY THE LISTING!!!

 I always park across the street so I am not asked to move the vehicle at any time and also when I have the listing signed I can take an outside picture of the home from across the street from my vehicle before I leave the home.

Jan 30, 2009 05:49 AM #56
Rainer
11,640
Debbie Fiskum
Perfect Transformations Home Staging - Denver, CO
Perfect Home Staging - The Home Decor Genie

Thanks for reviewing points that we all need to know and a couple that I didn't know - like the driveway.  I usually do avoid it, and didn't know why!

Now - do you have any good suggestions for nailing down the appointment when on the phone?  It's so easy to lose them there!

Debbie Fiskum, The Home Decor Genie!  PTstaging.com in Denver

Jan 30, 2009 07:26 AM #57
Rainer
26,184
Betty Killane
Coldwell Banker Premier Realty - Clarksville, AR

Connie - lots of good ideas to keep in mind when going on a listing appointment.  Another tip is to keep your car clean and looking professional.

The driveway thought gave me pause.  I list a lot of rural properties that don't have driveways so this wouldn't pertain in that instance, however, I will keep in mind for property in town.  I do have a vanity plate and never thought about the neighbors wondering what was going on.  May have to park down the block as suggested.

Jan 30, 2009 09:22 AM #58
Rainmaker
24,117
Mike Hughes
Mike Hughes Team - Hughes Residential - Newton, MA
Services Newton, Brookline, Lexington, Waltham & W

Hi Connie,

One more reason to not park in the driveway ... neighbors and other agents will see you.  We have such a competitive market that I know the license plates of some agents (and I know that they watch for me too).  Great points ... it's amazing that the obvious is so rare.

Happy hunting,
Mike

Jan 31, 2009 02:50 AM #59
Rainmaker
373,799
Terri Poehler
Realtor - Coral Springs, FL
Coral Springs Real Estate Agent

Connie,

 

This is great. I am on my way out now to meet a seller. I love the pep talk and good pointers.

 

Thanks!

Feb 01, 2009 12:20 AM #60
Anonymous
Anonymous

Connie,

Excellent points you made here... also congrats on being featured in my email box!

Super tips!

Firm handshake is a biggie!

Thanks

Tom Davis

Feb 01, 2009 12:49 AM #61
Rainer
38,626
Rochelle Allison
Keller Williams Premier Realty - Saint Paul, MN

Connie - Congrats on the feature.  All excellent points.  I agree with the additional comments that other have made regarding #9.  A firm handshake along with a sincere smile and eye contact helps to build trust immediately. 

Feb 01, 2009 02:40 AM #62
Rainmaker
662,302
Patricia Aulson
BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate - Exeter, NH
Realtor - Portsmouth NH Homes-Hampton NH Homes

Yes!   This is very good advice. Thanks for posting.

 

Portsmouth NH Real Estate

Feb 01, 2009 10:07 AM #63
Rainmaker
10,344
Linda Bryan
Coldwell Banker United Realtors - Destin, FL
"Making a Lasting Impression"

Great tips. . . .living in a beach community, I am often surprised at how casually people dress to conduct business involving people's most valuable possession and millions of dollars. I think you have to dress the part of "the Authority", not the buddy or worse yet the babysitter!

Feb 01, 2009 11:58 AM #64
Anonymous
Beth Reynolds

Connie, I enjoyed your post. Great tips.    Beth

Feb 02, 2009 11:16 AM #65
Rainmaker
131,817
Mike Henderson
Your complete source for buying HUD homes - Littleton, CO
HUD Home Hub - 303-949-5848

Good post.  So many tips about the listing presentation, but little information on what to do right before it.

Feb 02, 2009 05:44 PM #66
Rainmaker
446,320
Bo Kociuba
McGraw Realtors - Mustang, OK
Realtor - Mustang, Yukon & OKC Metro 405-812-1572

Connie, simplicity and courtesy is always a good policy. Lots of times we try to make something so much more and forget about obvious...don't we? Good reminders...with smiles, Bo

Feb 03, 2009 03:13 AM #67
Rainer
6,313
Matt Morris
Alltech Home Inspections - Duluth, GA

Thanks for the tips. I avoid parking in the drive and I train other inspectors to avoid parking in the driveway, that way when we complete the inspection and the buyers want to stay and look arouind the house, you can hit the road without asking someone to move their car to let you out!

Great advice!

M Morris - Alltech Inspection Services

Feb 04, 2009 11:52 PM #68
Rainmaker
1,070,662
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

Thank you Connie!  This is a great post and one to keep in our files!

Feb 08, 2009 07:48 AM #69
Anonymous
Jeffrey Joseph

Good post Connie;

I learned some good tips.  Parking in the driveway for example.  I usually do, and never realized that maybe a subliminal message was being sent that I was asserting control; good point!  I will park on the street from now on unless there are No Parking signs.

Jeffrey Joseph, Harvey Kalles Real Estate Ltd., Toronto, Canada.  jeffreyjoseph@realtor.com

 

Feb 11, 2009 12:03 AM #70
Rainmaker
473,187
Debbie Sagorin
Coldwell Banker Real Estate - Irvine, CA
Marketing Irvine to the Highest Level

Connie, those are excellent points. Thanks so much!

Feb 11, 2009 10:07 AM #71
Rainmaker
33,644
Susan Zanzonico
Berkshire Hathaway Home Services - Morristown, NJ
Sellers/Buyers Agent, Morristown NJ Real Estate

I had heard that parking in the driveway was a no, no!  I don't always follow that rule...I actually usually park in the driveway, unless its too steep and looks like I'd have a hard time getting out...or has a retainer wall that I might hit going in or out.....or there is another car that I'd be blocking.  I just don't see this as being controlling or rude.

Feb 12, 2009 09:41 AM #72
Rainer
3,209
Michele Eckart
RE/MAX Advantage Realty - Ellicott City, MD

I am agreeing with everyone else I have not heard about parking in the driveway but I do understand.  I had an appointment where I parked in the driveway and one of the Sellers had to leave towards the end and I was parked behind them so you never know if that will happen so I should have asked!

Apr 07, 2009 02:09 AM #73
Rainer
7,348
Brad Correll
Dream Homes Realty - Yorba Linda, CA

Thanks for the great tips Connie!

May 29, 2009 08:17 AM #74
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Rainer
261,098

Connie Goodrich

CRS ABR (McKinney Realtor)Texas
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