48 wk days left
Idea to do another deal
Systems for keeping communicating with your listing and getting a price reduction
Servicing the Client after you take the Listing:
How do superstars provide great customer service…
They keep the clients happy through great communication
Superstar agents have a great approach to getting good price reductions
What most agents do:
You have done many 5510’s
You have spent many hours out door knocking and phone calling
You work to generate leads
You follow up the leads and follow up on the leads and you finally set the appointment
You are energetic, you are powerful and you have shown the client through great follow up and great tenacity that you can help them sell their home.
You make a great presentation and you are rewarded with the listing…congrats!
Now after all that communication you need to follow-up on them …saying I can help you, I am you person, I will get the deal done…You can count on me and I will be there for you and I will sell your home!
What happens for the next 2 to 7 days?
They don’t hear from you or if they do hear from you they don’t see anything being done
You’re doing things. You’re getting the sign installed, the flyer made, the property put in the MLS. You’re calling all your clients that may be interested in the property
You’re calling or e-mailing all the agents you know that may have a client for the property
Yet the client does not see any of that being done. All they see is the sign being installed and that is 2 to 4 days later
What are they thinking?
Remember…..
Once the property is listed the clients are excited and the agent is excited, all are anticipating and expecting a quick sale. Then the property does not sell (the market changed).
In a typical situation, the agent does not contact the client for 5 to 7 days.
The listing agent needs to position themselves for a price reduction if necessary. This can only be done through communication (actually talking to the client) of the activities on the property and any market change.
A real estate rule of thumb…. in the first 2 or 3 weeks, if there have been showings and no offers, the property is probably over priced by 5%. If no showings then it is probably at least 10% over priced.
At some point a week or 2 or 3 after you take the listing you call the client and ask them for a price reduction at which point many sellers say wait a minute. What have you done to get my house sold….. you are now on the defensive they are annoyed and sometimes mad at you.
Not a good place to be
Superstar Systems for Servicing the Client:
After taking the listing, go back to the office and prepare 5 or 6 envelopes to be used to facilitate the communication of what you are going to do to get the property sold. Send the client or drop by 5 or 6 pre-addressed stamped envelopes …for agent cards that have shown the house.
Input listing into the MLS, review for accuracy. Send one copy to client and keep one in your file.
Send client a link to the MLS.
Always continue to stay in touch with the client, no matter what the market is, at least once a week, and actually talk to the client.
72 hours after taking the listing the property is populated onto the numerous websites that it appears on.
Send a few copies of each website when it comes out for the week or 2
Review for accuracy, send one copy to client and put one in your file.
This needs to be sent out immediately.
Each activity you do as an agent you should let the client know about.
Review all sign calls and discuss with your client.
Ask client to send you cards or an e-mail of agent names that have shown or previewed the property, then call selling agents, get feedback from showing. Then call the client back with the feedback.
Notify Client of any Advertising. Advertising Department will send agent a copy of advertising to the client.
By mail and or electronic.
Keep a copy of every item you have sent the client. This is to be used later.
When you believe a price reduction is necessary call the client and schedule an appointment. This must be done in person. (This is just like doing another listing presentation).
Review motivation (qualifying questions).
Why are they moving and when do they need to be there (sometimes this changes and they did not tell you).
Review listing exposure, activities and information we have sent them. Go over every marketing piece you sent them and the dates that the house was held open ( if you did) copies of advertising and copies of all website sheets the property is in.
Review comps, and then ask for a price reduction.
We are working to run through the finish line
We had a 2 day event for you last week
We have 4 blitzes set up a week for you to participate in at least 1 time per week
You have 48 work days
For 10 weeks business is still being done
Listings are being taken
Sales are being made and homes are closing
Do the activities
Do the homework
Don’t stop …stopping is for all the other guys…. not for you
Lets go out and get some price reductions and get some new listings!
