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 laundry list of possibilities. Listed below are some examples of the types of next steps that could be taken to sell a listing:
- Set an appointment with the sellers to get a price reduction- This may be a top priority if your listing is still priced too high because it won’t sell until it’s priced to get showings.
- Have another Open House, or have weekly Open Houses- This is a good way to get more listings and good buyers to work with.
- Warm Canvas in the neighborhood where the residence is located.
- Place a print ad in the Homes and Land magazine or the local neighborhood newspaper, if the response rate justifies this approach.
- Network with local buyer’s agents.
- Present the listing or price change at your company’s next sales meeting.
- Send an e-mail to your sphere of influence asking if they know of anyone that may be interested in the home.
- Post information about your Open House on facebook.
- Host an event at your listing, such as a charitable event. Encourage participation by co-partners in title work, mortgage banking, or staging.
- Host a neighborhood party or other neighborhood event at the listing.
- Offer to host a company sales meeting at the listing.
- Ask your sellers to provide you a list of everyone in their sphere of influence and a mail out a postcard to the group.
- Blog about your listing.
- Offer a lease-purchase option to qualified buyers.
- Drive through the neighborhood and introduce yourself as the sellers’ representative and ask residents if they know of anyone that may want to move to the neighborhood.
- Put a “take-one” box with listing brochures on the sign in the yard of your listing.
- Use a texting option on your sign.
- Offer Seller financing to qualified buyers and advertise the terms. Send the terms to local homeowners that have had to short-sell their property.
- Drop in Business establishments that are close to your listing and leave a card and listing brochure with the owners and employees.
- Play golf or have dinner at the club that has a membership opportunity for prospective buyers.
- Identify any potential advocates that could help sell the home.
- Network with the local school groups.
- Contact local businesses.
- Conduct another Broker’s Open House.
- Consider Staging the home for sale.
- Request the seller complete cosmetic improvements to the property.
- Encourage the Sellers to have a garage sale and offer to attend it to meet the neighbors and discuss possible interest on the part of people they know.
- Put a special rider on the sign such as “Honey stop the car!”
The number of possible next steps is limitless. The key is to identify the next step that is most likely to get you closer to getting an offer and selling the property. The more effort you put into planning, the more likely you are to sell the property quickly, so you can get on with your next project.