5 Tips to Getting your Listings Sold
1. It’s a Listening Presentation not a Listing Presentation!
Leave your ego at the door and don’t tell the seller what you think is important, ask THEM what is important. Then, focus your listing presentation on their wants and needs.
2. Don’t Fall into the Pricing Trap!
The moment you set the price for a listing, you will be a hostage to that during the term of the listing. Provided the seller with the market data and allow them to determine where they want to start the pricing. Have an agreement to review the marketplace on a consistent basis and adjust the price according to the competition and activity.
3. The Numbers don’t Lie!
Keep abreast of the market conditions at all times. Average sales price, median sales price, days on market, interest rates, current active inventory and all the information you can provide the seller while marketing their property. You and the seller don’t determine the outcome, the market does. Consistently provide the seller with detailed market data.
4. Service the Listing!
Have you ever taken a listing, walked out the door, and become a secret agent? One of the biggest complaints that sellers have is the lack of communication that takes place between them and their agent. One of the most critical parts of the listing presentation is establishing an expectation and agreement around communication and the frequency of that communication. Their goal is to sell the home and your responsibility is to communicate what you are doing to make that happen and what they need to do to support that.
5. What’s the Feedback?
The seller doesn’t determine what their home will sell for and neither do you, the market does. The market is defined by the buyer that makes a buying decision based on what is available. Speaking with buyer’s agents that are showing your listings will help guide you and the seller in the strategy you must use to get the home sold.
I made a decision to reach out to Long & Foster, with support of Chuck Jenkins. My intervew with Alice was very informative about the Long & Foster heritage and opportunity.
Being L&F for 30 days and licensed for 2 weeks, I now know I made the right decision. The overwhelming support from the office staff, Alice & the L&F community has given me the fast start I was looking for.
Star Builders is an excellent training program and I look forward to participating in future SB classes. The entire L&F and RAR community has ben a joy to work with.
I prepared for my examinations by taking my classroom Principles course through L& F. Vicky did an excellent job preparing us to pass the testing. I completed the course on a Monday afternoon and passed the PSI exam the following morning. My career has been a little unique in the few short months I have been in real estate. I have had a few differnent L&F brokers as there were a few changes happening in the Richmond area offices. I am currently in the Hanover office working for Alice Limroth. She is a wealth of knowledge and provides phenomenal training. She is supportive of her agents and growing our office. I can't wait to see how our office and my career grows under Alice's leadership. There are many good things to come to Hanover!
From Brenda Van Fossen to Bobbie Holman:
I am happy that I made the move to Long & Foster. The "atmosphere" is positive. Real estate is not an easy profession and the work environment is very important. I am abe to ask you questions directly when I have issues where I don't know the answer. I feel that you and Long & Foster want me to succeed and I appreciate your promoting me - for example, with the publication of the awards from last year and the Realtor Spotlight. I also appreciate having an admin who is very positive and wants to help me with whatever I need. The Lunch & Learns are great as well as the training from Mitch, Dan and other Long & Foster employees.