Far too often real estate agents are so excited to be on a listing appointment that they forget what they are there to do.To learn what it takes to be a successful real estate agent or to get your real estate business back on track, check out Candy’s new book, “The Reality of Real Estate – The Essential Guide to Planning, Managing and Growing Your Real Estate Business.” Available on Amazon now! Candy, “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. In 2016, Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States. She is a firm believer in managing expectations. Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience. Candy’s unique training methods have shown agents what it takes to be successful! Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com. If you haven’t done so already, please connect with us on Twitter on Facebook, and LinkedIn.
The Seller Should Hear It From YouYes, listings are great to have. They can be the cornerstone of a successful real estate agent, but the listing presentation is the time to decide whether or not you really want to take on the property and the seller as a client. One important thing you want to do while at the listing appointment is to let the seller know what’s good about the property, as well as what issues a buyer might have with the property. I like to bring up these issues at the listing presentation because I want the seller to hear them from me first. Why? So when I talk to them about the feedback I’ve received from showing agents, it’s not the first time they are hearing it.
Issues the Buyer May HaveTypical issues a buyer might have with a property that the seller, in most cases cannot control include:
- Small yard
- Small bedrooms
- Old kitchen and bathrooms
- Only one bathroom
- No half bathroom on the first floor
- Only two bedrooms upstairs (and one on the first floor)
- Unique floor plan
- Busy street
- Across from a school, park or apartment complex
- High condo fee
- No elevator
- No parking
- No pets
Be Upfront With The SellerDepending on your market and the neighborhood comparables, you may need to adjust the pricing to reflect these issues. Although the seller will find someone that will buy their property, there will be a segment of the market that is turned off by some of these things. I have found it to be much easier to call a seller with feedback when I have addressed issues that a buyer may not appreciate. When you call you simply tell the seller, “it’s nothing you can change, they didn’t like the “x” or “it’s something we already talked about”.
The Seller Should Hear It From You FirstIt’s much better for the seller to hear it from you early on in the process, than to hear you deliver it after talking to another agent. Isn’t this why they are paying you? Don’t just be happy to be there, deliver the good news as well as the not so good news so your seller will know upfront what challenges they may face when selling their property. Be prosperous!
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As an active Realtor licensed in three jurisdictions, I approach real estate training from a different perspective. With over 18 years in the real estate business, I teach agents what it’s really like to be a real estate agent.