For some reason most sellers can focus excessive attention on the amount of commission that’s being paid to their real estate agent. If this thought doesn’t cross their mind initially, they need only talk to an attorney before the question is raised, “why am I paying so much to the realtor?” Actually, this may be […]
Listing Conversion Rates – Don’t Let Other Sellers Exploit Your Price
Consider the following scenario: A buyer’s agent has a buyer that he just started working with. He researches the market and identifies 4 homes that are a great fit for his buyer. Three of the four homes are comparably priced, while the fourth home has a much higher asking price. Of the three with similar […]
Listing Conversions – Next Possible Steps
Once you’ve reviewed the data, identified the Target Market, created a powerful presentation and message, and identified your distribution sources, the next step is to ask yourself; “What step can I take that is most likely to sell my listing?” The best way to determine what the next step should be is to create a […]
Listing Conversion Rate – Listing Exposure
Once an agent has been successful securing a listing, one of the top priorities on a daily basis is to strategize to determine the best “Next Step” to take to sell the home. As discussed earlier, the key step to converting a listing are as follows: 1. Research 2. Target Market 3. Presentation […]
Listing Conversion Rate- Selling Lifestyle
Another example of focusing your efforts an inch wide and a mile deep should focus on your existing listings. This is the group that should be viewed as a top priority, or 20% activity, on a daily basis. Success with listings will create significant income growth. Unfortunately, once a listing has been secured by an […]
Listing Conversion Rate – Perfecting a Listing Strategy
One of the primary reasons that people enter the real estate profession is because they look forward to being paid what they’re actually worth. In the corporate world, this rarely happens. In real estate, commission potential is unlimited. Unfortunately, commission income can work against you if you’re not really doing that much. Consider a typical […]
Listing Presentations – Popularity Contest? Not!
How many times have you scratched your head in amazement of how an agent with limited success or experience, ends up with a great listing? After all, a sellers decision about who will best represent their needs is one of the most important financial decisions they will make in any given year. The problem is […]
Listing Presentation – Testimonials: “The Big Miss”
See if this makes sense to you: An agent works night and day to give the highest level of service to their client. The client recognizes and appreciates all of the effort the agent has made and compliments the agent multiple times. The agent appreciates the compliments and moves on to the next project. In […]
Listing Presentations – Epilogue
We’ve discussed the 5 parts of our listing presentation as follows: The Warm- Up– To gather information, sell yourself and sell your company. Global Reach and Local Strength– “Will my home be exposed to all buyers?” Professional Presentation– “Will my home be presented professionally to the world?” Collaboration- “Will there be just one agent […]
2012 Listing Presentations (part 5) – Negotiating Skills
In parts 1, 2, 3, and 4 of the listing presentation, we discussed: Part 1 – The Warm-Up – To identify your prospective seller’s personal goals and objectives or what we call their “hot button.” Part 2 – Casting a Wide Net– By exposing their property to the entire universe of buyers, answering the […]