What's in a Pitch?

By
Real Estate Agent with Coldwell Banker Residential Brokerage
  •  I had the opportunity to sit down with a few top producers today at lunch. We talked about baseball and our beloved Red Sox! Somewhere the conversation turned into how we present our listings to potential buyers. Or as we called it what is your "best pitch" when trying to sell your listing.

 

  •  Value. I like to create a feeling that the property stands above my competitors
  • Location. It's like a fastball right down the middle. You like it or you don't. It's a fundamental to every real estate transaction and you need to ask the buyer if the location is right for them!
  • Price. It's a curve ball! Solicit a response. Some buyer's will tell you it's in the ball park! Here is a key answer which calls for the final pitch!
  • Offer. What would you be willing to pay for this property? If you get an answer then go for the close by asking to begin the process by submitting your offer!

So what type of "pitches" are you using?

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Rainer
143,940
Christina Williams. REALTORĀ® TN property search & local insights
First Realty Company - Crossville, TN

Great blog and I love the "Offer" I will start using this with my customers/clients.  (What would you be willing to pay for this property?) Thanks.

May 08, 2007 03:48 PM #1
Rainmaker
554,474
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker-Owner,CRS,CDPE,GRI,SRES, Brea,CA, Orange Co

Hi Michael,

Please forgive me but having a "pitch" sounds a little too "salesy" sp?) to me,..maybe it's just semantics, not sure?

Normally I do have a dialogue, more than anything else, it's a series of questions at times. Maybe that's pitch, not sure, if so, o.k. One of the questions I do ask when someone talks about about making an offer, I ask them "Do you want to make an offer or would you like to buy this home?" No doubt it's very direct, but it really tells me a lot about their motivation, etc.

The first time I asked that question I was working with buyers in a very hot market and they told me there were nervous, not nervous about buying, but nervous about not getting the home.  So that's the first time I asked that question, buying vs. making an offer. I've used it many times since then.

 

May 08, 2007 04:20 PM #2
Rainer
29,004
Michael Ross
Coldwell Banker Residential Brokerage - Beverly, MA
North Shore of Boston

Lynda, It's a metaphor using baseball as applied to real estate. Yes it is a dialouge!  Go Red Sox!

May 08, 2007 04:27 PM #3
Rainer
29,004
Michael Ross
Coldwell Banker Residential Brokerage - Beverly, MA
North Shore of Boston

Christina,

  I believe any offer is a good offer. It is a starting point for both parties. The market will eventually dictate the sales price and you never know the true motivations of any party until you work the deal. So if they are ready to buy then they are willing to write an offer. Adding incentives, changing closing dates, subracting contingencies etc etc etc can put things together.

May 08, 2007 04:33 PM #4
Rainmaker
554,474
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker-Owner,CRS,CDPE,GRI,SRES, Brea,CA, Orange Co

Hi Michael,

Thanks for your comment, you Sox guys are such big fans.  

And I couldn't agree with you more on the comment to Christina. Also, I was in Boston (for the first ime) a couple of years ago, maybe during the playoffs, or the series,...not sure, but fun.  

So, o.k. back at ya, go Sox!

May 08, 2007 05:35 PM #5
Rainer
38,957
Annie Hart Cool
Sotheby's International REalty - Falmouth, MA
Cape Cod Real Estate Specialist
2nd home market is hot right now and my pitch for sellers is TIME vs. money.   How great if the location and type of house speaks to a buyer than the offer is about how soon do you want to enjoy life on the beach and what is that worth to you?   Great blog...
Feb 20, 2008 03:48 AM #6
Rainer
29,759
Stephen D White, E-Pro, ABR Cape Cod Real Estate
SDW Realty of Cape Cod - Falmouth, MA

Sounds like too many steps and little too "salesy" but might work for you. Most of the realtors that ive done biz with dont use four or more steps to get a buyer to make an offer. If we're talking and all of answers are positive and the feeling is right I say "Ok so what do you want to do? and wait for an answer. If there's no objections then "why dont we make an offer?" I do like the Basball graphic of course!

 

Cape Cod Realtor sdw1

Apr 14, 2008 02:14 PM #7
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Rainer
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Michael Ross

North Shore of Boston
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