Transcript Missing Link Market Your Listings To Sell LNLx

Missing Link – Market Your Listings to Sell
Are you sitting on listings that won't sell? Or do they
get a lot of views, but no solid offers? Learn the steps
that you can take to market your listings so they end
up "sold" and not "expired."
When the Listing Doesn’t Sell
• The cost of a listing that doesn’t sell can be as high as $10,000
due to:
– Cost of your time
– Maintenance of the listing
– Lost commission
• Don’t let another listing go unsold!
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Ensure Every Listing Gets SOLD!
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Price
Condition
Marketing Plan
Feedback
Closing the Deal
Price
Condition
Closing
the
Deal
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Price
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Must be right for you to market it!
Must attract buyers.
Must match the neighborhood.
Most important component of getting a listing sold!
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Understanding the Real Estate Market
• If our house is not being shown, it means the agents think our price is too high for that
neighborhood.
Recommendation: A significant price adjustment
• If our house is being shown, but we are not getting any offers, it means the buyers are finding
nicer homes for the money.
Recommendation: A moderate price adjustment
• If our house is in the running, but the buyers buy something else, or if the buyers view the house
a second time, it means that we are close.
Recommendation: A minor price adjustment
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Price
According to the National Association of Realtors,
Priced correctly, we should get:
– 1 offer every 10 showings.
In a normal market, we should get:
– 1–2 showings a week.
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Price Right – Attract Buyers
Pricing your property competitively
will generate the
most activity from agents
and buyers.
Pricing your property too high
may make it necessary to drop
the price below market value to
compete with new, well-priced listings.
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What Sells – Right Price, Great Condition
To get your home sold for the
most money in the least amount
of time, we have to price it
“in the market.”
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Condition (It’s a Beauty Contest!)
• Must be in good condition for you to market it!
– Staging
– Photos
– Videos
– Showings
– Open Houses
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35 Questions and Suggestions
to Help Your Home Sell Faster
Get Ready … Start Outside!
Stand across the street, and take a look at your home from a potential buyer’s viewpoint …
• Too many cars parked in front?
• Is the lawn trimmed and are spots in need of reseeding? Get landscaping in top shape. In the winter,
is the driveway and pathways shoveled clear of snow?
• Remove all refuse, leaves, or clutter from yards, sidewalks, porches and decks. In the summer, plant
flowers.
• Is the fencing straight? Does it need stain or paint? Does any part of the house, trim, decks, gates,
and front door need to be painted?
Remember, when a buyer comes to look at your house, the first thing he sees is your front door.
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35 Questions and Suggestions
to Help Your Home Sell Faster
Freshen Up the Inside …
The emotions you’re trying to stimulate are triggered by sensory experiences. Aim for the senses,
especially smell and sight. Clean, fresh-smelling homes will sell faster!
5. In the summer, wash screens and windows outside and buy things that will enhance the house for
showing that you can take with you … a new welcome mat, big potted plants for inside, pots of
geraniums for the patio or deck.
6. Badly faded walls or worn woodwork reduce appeal … selective painting will help to add a fresh
look.
7. Dress up windows in freshly laundered curtains. Colorful curtains in harmony with countertops and
floors add warmth to kitchens, baths, etc.
8. Check all lightbulbs and detail all light fixtures.
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35 Questions and Suggestions
to Help Your Home Sell Faster
9. Are the oven ranges and sink clear and neat?
10. Take things out of closets and cabinets that are not essential to your life and pack them away.
11. Remove unnecessary articles, which have accumulated in basements/utility and storage areas.
12. Clear stairway and hallways to open them up.
13. Too much furniture? Put it in the basement/garage, or better yet … store or sell it.
14. Brighten dull basement and storage areas by painting the walls and using high- watt bulbs.
15. Bathrooms that sparkle sell homes and the opposite is true … dirty baths can turn off a buyer.
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35 Questions and Suggestions
to Help Your Home Sell Faster
16. New towels are an excellent investment.
17. Does the interior need to be painted? $100 worth of paint may balance $500 in a price cut. Make
rooms sparkle.
18. Keep all steps clear of hazards.
19. Have all light sockets filled with bulbs. Illumination is like a welcome sign.
20. Wash dishes, put away clothes, straighten up newspapers, etc.
21. Does the carpet need cleaning or replacing?
22. Are all appliances clean and in good working order?
23. Remove an ornate item that a buyer may want as part of the house that you intend to keep, for
example a special chandelier.
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35 Questions and Suggestions
to Help Your Home Sell Faster
Minor Repairs Make Sense …
Get all those minor flaws fixed since they detract from your homes value. Don’t make major changes,
except for new carpeting and new paint (in a neutral color).
24. Dripping faucets lead buyers to question the plumbing system.
25. Loose doorknobs, sticking drawers or doors?
26. Fix all caulking, especially in the bathrooms.
27. In general, if it’s busted … fix it!
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35 Questions and Suggestions
to Help Your Home Sell Faster
Okay, It’s Showtime …
28.Turn off the television. It is very difficult for an agent to keep the attention of a prospect
focused on your home when an interesting special is on the tube competing for their
attention.
29.Turn on the stereo. Tune in your best stereo station to a soft “easy listening” station, and turn
the volume down low. Most buyers will imagine themselves living in a peaceful, serene
environment.
30.Let the sun shine in! Open all window shades, drapes, and curtains.
31.Build a fire … if you have enough notice.
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35 Questions and Suggestions
to Help Your Home Sell Faster
32. Remember the Golden Rule … treat your prospective buyer the way you would like to be treated.
Most feel they are imposing on you when looking at your home. It is natural for them to want to get
out as soon as possible. Make them feel welcome—invite them to take their time looking and tell
them you’ll be leaving to run errands.
33. Pets underfoot? Keep them out of the way, preferably out of the house.
34. Check the temperature … toasty warm in the winter, please.
35. Turn on every light in the house just before leaving the house. Turn on all lights including closet lights
and special heat lamps in the bathrooms. This makes the house seem bright and cheery.
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Marketing Plan
• You must have a plan that provides maximum exposure for
your listing.
• You can have the best looking home, priced aggressively, but if
no one knows about it, what do you gain?
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Marketing Plan
• You must communicate your plan to your seller.
– Set expectations and standards.
• (under-promise, over-deliver)
– Overcome objections.
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Market Your Listings to Sell
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Emphasize unique and sellable aspects of the home.
Establish the home on MLS, new listings sheets, real estate publications, etc.
Make sure your comments help invoke emotion to the buyer.
Think like a buyer.
Sell “sizzle not the steak”.
Proof read your comments.
We send to our seller to approve!
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The Missing Link
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Our Buyer Database
Investors
Neighbors (Circle Prospecting)
Inside Sales – Inbound
– Speed to Lead
– Book Appointments on Live
Calls
– Promote Demand for Our
Listings
Missing Link – Market Your Listings to Sell
• Word of Mouth
• Open Houses
• Brand Recognition of Listing
Agent (be known for taking
good listings priced right)
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Market Through the Internet
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Utilize the Internet and websites to make the listing highly visible.
MLS listings must be complete and accurate.
Use 25 plus photos per listing.
Use virtual tours and videos.
Participate in IDX.
• Add “Featured Listings” to your homepage.
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Online Strategy
“A picture may be worth a thousand words, but in real estate
there are two rules of thumb.
One–make sure the online consumer can find them, and two–
leave them speechless.”
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MarkSpain.com
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Our Web Strategy
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HomesOfGreaterAtlanta.com
High Powered MLS IDX website with Automatic E-mail Campaigns
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HomeFinderofAtlanta.com
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kw.com
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Market with Signage
• Yard signs
• Place signs prominently
– Directional signs
• Call capture
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They Shopped Day and Night
24-hour advertising means 24-hour tracking—and that’s just what we’ll provide. Buyers
will hear instant information about your home in multiple languages 24 hours a day.
Better still, the moment their call comes in your Realtor will know and be able to
follow up with the caller. The toll free number will be displayed on your front yard sign.
Buyers want information immediately, and with ObeoConnect and The Mark Spain Team
we are providing them with all the important facts about your home immediately—they
can even have the photos sent to their phone! Rest easy knowing you will never miss
out on a buyer again.
We Never Missed a
Call!
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National Association of Realtors
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Feedback (Communication Is KING!)
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Track your showings.
Collect feedback. (We use an automated system.)
Update sellers weekly via a phone call.
Email Showing Report weekly!
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Home Feedback System
Sellers love showing time because it is simple to stay informed and easy to
confirm appointments. Sellers can easily be notified of showings automatically,
see feedback from potential buyers, and view all activity that is happening for
their home during the home selling process!
Text Message and Email Notifications
Don’t have time to make or take a phone call? That’s
Okay! Electronic notifications are perfect for the busy
homeowner. Easily confirm, decline, or reschedule
showings by text message or email. Don’t need to
confirm appointments but want to be notified of any
and all showings? That’s Okay too! Sellers can be
notified of just confirmed or canceled showing
appointments by text message and/or email as well.
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Home Feedback System
Homeowner’s Listing Activity Website
Every email notification includes a “Quick Link” that
takes sellers directly to their personalized “Listing
Activity Website.” Here sellers can see all activity
documented for their home such as showings, feedback
and more! No need to remember a username and
password; simply click the “Quick Link” provided within
the email notification and you’re in!
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The Purpose of Feedback
The reasons we email the agent who showed your house are:
• To jog the agents memory about the house so that we may be able to get a second showing.
• To answer any questions or concerns that the buyer expressed so that the house will be
reconsidered.
• To get an impression of the buyer or agent so that it might help us to better market your home.
Note: Don’t expect agents to give a full critique of the house. If they showed 15 houses, they
honestly may not remember it in detail. Also, if an agent doesn’t call us back, it means the buyers are
not interested.
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Interpreting Feedback
What the agent says - versus - What the agent meant
Agent says: “The buyer thought the house was too small.”
Agent meant: The buyer found larger homes for the same price.
Agent says: “They liked the house, but bought another one.”
Agent meant: They found other houses that were better values.
Agent says: “They liked the house, but bought a new home.”
Agent meant: Buyers will pay 10–15% more for a new house.
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Interpreting Feedback
Agent says: “They didn’t like the carpet.”
Agent meant: Seller should replace carpet because of age and color.
Agent says: “They thought the yard was too small, and the street too busy.”
Agent meant: They found other homes with larger yards and quieter streets.
Agent says: “They didn’t like the floor plan.”
Agent meant: They didn’t like the floor plan.
******Price objections are always clothed in different terms.******
SELLERS GOAL: TO BE THE NICEST HOUSE IN THE PRICE RANGE
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Closing the Deal
• Price
• Condition
• Marketing
When you’ve done it all correctly
you get the listing SOLD!
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Action Plan
List at least ONE action you will take as a result of what you’ve learned.
1. _________________________________________
2. _________________________________________
3.
___________________________________________________________
Missing Link – Market Your Listings to Sell
Thank You!
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