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Real Estate Help
The Ezine for Real Estate Professionals and Independent Home Sellers
Preparation yesterday will help make today productive, and productivity today will help make tomorrow's dream a reality.
Jay Kimbel
What is your client's biggest worry?
Dear [[firstname]].
Do you know why clients choose you over your competitors when it comes time to list a home?
It is because you have somehow assured them that you will solve their biggest problem. If you know what that problem is and you address it on purpose, good. But do you know, or does it happen by accident?
Each client is different, but is there a trend in your marketplace that you could subtly address?
For instance:- If houses are selling fast, your client may be worried about listing too low
- If the market is slow, he may worry that the price is too high
- If jobs are leaving the area he may worry that it won't sell at all
Those are problems that you can address in your overall marketing, but you can take it one step further. Simply take a little time to talk with your prospect on the phone before you go to the listing presentation.
Most people like to talk, so let them. You might find out the reasons why they're selling and exactly what they're worried about. You might even find out what some other Realtor did or said to lose their business. Then before you go to that meeting, adjust your presentation to address that client's biggest concerns.
Before you call, prepare a list of questions that will prompt that seller to open up. You can ask why they're selling, where they're going, if they have family here or in their next location, how long they've lived here, what kind of house they're looking for next -- anything that will cause them to relax and feel like you really care about their answers.
If nothing else, by taking the time to let them talk you will have created an atmosphere of friendliness and warmth -- and if you've been a great listener you'll build a reputation as a fascinating person to talk to!
You know, people make decisions based on emotion and then back them up with logic -- so give them both.
In many parts of the country, "listing season" is just beginning. So take some time now to refine your presentation and make sure that all the listings you want have your name on them when they show up on MLS.
Wishing you success,
Marte
Marte Cliff, Copywriter
writer@marte-cliff.com
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