Set yourself up for failure before you even set foot in the seller's home? Pitfalls avoided by simply following these common courtesies.
- 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.
- Setting up an appointment. Make 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.
- Place a call the day before the appointment to confirm the seller's convenience as well as all parties to be present.
- 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.
- 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.
- 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.
- Carry your presentation/materials in a professional binder or case. Again it is a statement of image and organization.
- When the door opens know the seller's name and call them again Mr. or Ms. (last name) unless they have told you otherwise.
- 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!
- 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.