Okay, your client has signed the papers and you’ve put the home on the market, now what? As every good real estate agent can tell you price, location and condition often determine how quickly a home will sell. However, there are several things you can do that greatly increase the likelihood that the home you just listed will sell, such as pricing the home competitively, using real estate mobile marketing,
First, make sure the home is priced competitively. There are two main camps of thinking on this. The first: price the home slightly under the market price to draw in more offers, which will in turn drive the price up. The second: price the home slightly over the market price to sell quickly. Although this can seem like an oxymoron, pricing a home slightly higher increases a home’s perceived value and higher initial bids.
Speak with your client about what they are comfortable with and which option they would like to take. See what they are comfortable with. Although you may not agree with their decision, try to make the most of it. Remember, in the end, it’s the client that you’re working for. You don’t want to end up in a battle of the wills with your client. Customers tell twice as many people about a bad experience than a good one; and for realtors, referrals are key. So don’t get too wrapped up in one client’s decision.
With that being said, though, you definitely want to try and educate your client or clients on the market. Give them your honest appraisal of the situation. Studies show that honesty ranks at the top of the most important leadership traits. If the home isn’t getting too many offers, or any offers at all after a client has made a decision, perhaps consider a different approach and discuss it with your client. Perhaps setting a deadline for offers, offering incentives, or even real estate mobile marketing is the key. Help your clients be adaptable. There is always more than one way to sell a home. You don’t need get stuck in a rut with a client. You have the knowledge and skills to find a way for the home to sell, so tell the client, make a decision, and do it. There is no need to be unhappy about a situation needlessly.
Second, talk to the neighbors. You, or the client, if they feel comfortable, can do this. Or perhaps find a time to team up and go together. There is strength in numbers. Speak with neighbors about the home and about yourself. Try to keep the neighbors’ self-interests in mind. They want people in their neighborhood that they like and get along with. It’s worth their time to speak to your about a home down the street that’s up for sale. In addition, they may know someone, or multiple people, who are looking for a home. Often, your greatest asset can be those that you know. Therefore the more people you know, the greater likelihood there is that you will be successful in finding the right buyer.
Try to make selling the home a “family affair”. Invite the neighbors over to see the home, give them your business card, and treat them like others you’ve shown the home to. Some neighbors will turn into potential buyers, which speeds the process of closing on a home, or even potential clients. Always take the opportunity to network with people. There’s never a bad moment to introduce yourself and get to know the people in your community. Afterall, you plan to be in the community a while, so you might as well invest in the people you are working with. Get to know them. Who knows? Perhaps someone you meet today will turn out to be a client tomorrow.
Third, be flexible. And try to convince your clients to do the same. Remember, you are the real estate agent and have the knowledge that your clients need. Help your clients understand the market. The definition of insanity is trying to do the same thing over and over again and expecting a different result. If one thing isn’t working, try another. Remember, price is negotiable, but marketing rules the day. If the price isn’t coming in where the client wants, try revamping the process to make a higher bid more likely.
Streamline the process for the client. That is what they are paying you for after all. Simply listing the home on the MLS and waiting for the offers to roll in will do relatively little unless you have a home that is ideally located and flawless. Use social media, your website, and real estate mobile marketing to drive more traffic and eyeballs to the home. Make sure your pictures are good as most people take only a few seconds to determine if a home is worth looking at. If the home has been on the market for more than a month and still isn’t bringing in bids, consider a different approach. Although, there is no “right” way to sell a home, there a lot of wrong ways that can damage the sell and your reputation.
So, now that you’ve determined the price of the home, talked to the neighbors and been flexible in your marketing approach. It’s time to rake in the offers. Trying one, two, or even all three of these approaches will help you manage the clients and your business. Making sure that your listings sell, and for a good price, is important as it will determine the future of your business.
If you do all you can to help a client’s home sell, you are going to get the positive attention that you deserve. However, the opposite is also true. You don’t want to rest on your laurels. Make sure that you are active in the process. Visibility will help you tremendously. In reviews, clients can speak to how you were doing all you could to make sure they were taken care of. That exactly the type of positive press you want.