Every company and every agent makes it a point to impress their prospects with how great the company is and how much better their internet exposure is than their competitors. Although you may feel that you have proven the point beyond a reasonable doubt. In reality, you’ve likely fallen into the trap of believing your prospective seller is completely impressed with your presentation. In most cases, you need to get over it. In fact, all you’ve done is dilute the impact that you’ve attempted to make in showing how you are truly different than your competition. And, that’s what it’s really all about.
Why does this happen? Think about the reality of internet presence from a buyer’s perspective. If a buyer is looking at homes in the $250,000-$300,000 range in Pleasantville, they will do an online search for that price range and most likely end up looking at everything that is listed in the area and price range they want before they make a decision. What will they find? Quite simply, every house that is listed in every multiple listings service. After all, it would be foolish for them to buy before they have identified all possible options. Am I right? All that is needed to ensure exposure is the requirement that a listing is in the MLS. Once that happens, Trulia, Zillow, Realtor.com, and most of the other big names will take over. The point is, that if you’re trying to make an impression with respect to global exposure, it may not be substantive.
If I’m right and the global exposure is virtually guaranteed, then what can you do to prove you are different and you can best represent your prospective sellers? The answer may not lie in the global exposure, as much as it lies in
“How You’re Presenting Their Property to the World”
Consider the following:
- If the property is presented properly, more buyers will enticed to come and take a look.
- If they’re intrigued by the presentation before they get there, buyers will be predisposed to like the property when they do arrive.
- If they get there and the warm and fuzzy feeling continues, buyers will be more likely to make an offer.
- During the negotiations, buyers that started out with a good feeling are much more likely to pay more for the home.
There you have it! The seller wins because you took the time to make a great presentation of their property to the world. And, That’s what will make you different. Actually, it may be very easy to prove your point. Take a look at the attached MLS sheet for a listing that was introduced by an agent that put little effort or concern into their seller’s goal of selling their property. Our comments in red tell the story. Sadly, in most cases the seller is unaware of just how poorly they have been represented. They put blind trust in their lazy agent and most times will pay dearly because of it.
In conclusion, don’t be like the agent that posted the attached MLS sheet, care enough to give the best representation!