2016 SELLER CONSIDERATIONS

It Pays to Hire a Full-Time Professional

How often do sellers choose to work with agents that don’t really practice real estate on a full-time, professional basis? It is important to point out to your prospective sellers that this can be a critical mistake. A good way to show the difference between what you do and what other agents do, is to review the way you spend a typical day.

Depending on how many listings you have, another great consideration can be the amount of time that an agent can actually spend representing a seller depends on how many listings the agent has, and how spread out those listings are. For example:

If a competing agent has 20 listings, you could argue that if that agent worked full-time exclusively on selling those listings only and never worked with buyers, their time would be allocated based on 40 hours per week divided by 20 listings. Arguably, your competitor could only be spending about 2 hours on each listing, if they were being fair to every seller.

Now, compare that number to the amount of time you can spend representing the seller if you only have 5 listings. It would be 40 hours divided by 5 listings, or 8 hours per week on their listing. Point out that you can spend 4x as much time as your competitor strategizing to sell their home. Even if they’re more experienced than you, they aren’t 4x better than you are.

This Argument can also be applied to an agent that is driving all over to service listings that are geographically separated. If your competitor has to cover 4 different towns, and you work exclusively in one town, or your competitor covers the whole town, and you work in just one specific neighborhood, you can argue that you can spend 4x as much time representing them, when compared to your competition.

Both of these approaches embrace the philosophy that it is always better to focus your energies an inch wide and a mile deep.