Last Thursday we did a little show in the SWS Virtual Studio called "How to Wow Your Seller" where Susan Haughton and I discussed various things
a listing agent can do to ensure that her seller clients are talking about her
behind her back, letting everyone they know how thrilled they are with the
service they're receiving. At the end of the show, we asked the audience to
share their Favorit-est Tips and below are the results of that survey.
But first, know that your sellers aren't going to be
"wow'ed" by a big flashy display or expensive closing gift. No, wowing your
seller (or your buyer for that matter) is far more a function of the Total
Client Experience - how satisfied they are in the day-to-day with your
communication, your attention and your expertise. If your client is
less-than-wow'ed with you during your transaction together, no Flashy Wow or
Fancy Closing Gift will change that.
My point is that the Favorit-est Tips you will read about
might seem kind of mundane, even ordinary, but I promise you, if you do these
things for your seller, you'll blow away most of your competition because they
AREN'T doing them!!
So... without further adieu... How to Wow Your Seller: The
Favorit-est Tips
Favorit-est Tip #1 (by far):
Contact the seller every day for the first ten days of the listing.
While putting a sign in a yard may be just another day at the office to
you, it's a Big Deal to your sellers and they want to feel that you care as much
as they do about your new listing. The best way to let them know this is to be
in frequent communication about all the things you're doing and what's happening
so they know they're Always On Your Mind. This is really easy to do since there
ARE a lot of things going on in those first ten days!
Favorit-est Tip #2: Ask your seller
for feedback on how you're doing. That this tip was so popular
surprised me. But yeah, a few weeks into the listing (after you've been
showering them with attention the first ten days!), just ask your sellers if
they're satisfied with your service. I think I'd fall over in a faint if a real
estate agent ever asked me that!
Favorit-est Tip #3: Give the seller
a Market Snapshot when their home goes on the market. A "Market
Snapshot" is a list of the current competition for your listing - aka the other
homes on the market competing with yours. Every few weeks, update this report
with a "State of the Market" report, detailing recent activity such as new
listings, price reductions, homes under contract and withdrawn, etc.
Favorit-est Tip #4: Preview any new
competition as it comes on the market and share your findings with the
seller. Keep an eye on the market activity surrounding your listing and
preview any new listing that comes up. This gives you a great excuse to contact
your seller with feedback and keeps you up-to-date on the market activity in the
area. Win/win!
Favorit-est Tip #4a: Offer to take
your seller out to preview the competition for their home.
Favorit-est Tip #5: Provide the
seller with a Calendar of Events detailing what will be happening during the
listing period, as well as during the Contract-to-Closing period.
Other Tips: Provide prompt
feedback after an Open House, send the seller links to your online advertising,
prepare a thorough CMA and be able to intelligently discuss the data within it,
prepare a new CMA every six weeks, use "we," "our," and "let's" when discussing
strategy.
If you'd like to hear the entire show, you can find it at Club SWS or at
the SWS
Bookstore.
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Monday, May 13, 2013
how to wow your seller- great post
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