How to be the Agent Home Sellers Want
To be an agent home sellers want, you need to understand what is going through a seller’s mind. As a seller, you probably haven’t sold many homes, or maybe none at all and are looking for some guidance. You think you know what you want, but you aren’t sure if that will be best for your home. You’ve heard many conflicting things about agents and are going into it with mixed feelings and are already wary. You want to be assured that the person you are hiring knows what they are doing, will work well with you, and has the ability to sell your home the way you want it to be done.
What sellers want in an agent:
- Marketing – they want traffic for their home
- Selling – they have a time frame and want the home sold during it
- Competitive techniques that give them an advantage
- Sound advice and knowledge
- An experienced agent who knows what they’re doing
In essence, you have an advantage agents. A lot of the time you get to define a seller’s experience with a Realtor. Especially with all those projected new home buyers for 2015, they most likely will have never dealt with a real estate agent before or have had very limited experience. Its in your best interest for sellers to decide you are trustworthy and for them to do it quickly. On average, it takes a person 7 seconds to decide if they like you.
Whether you like it or not, first impressions are everything, and here is how you make a good one:
1. Have a plan ready and present them with it.
Sellers like to know that you know what you are doing. Even if you haven’t been in the industry long or sold many homes, you still do a good job and know what your doing – its important that they see that. Present them with the steps in the home selling process. Give them statistics and numbers for their area and what homes similar to theirs are selling for. Wow them.
2. Be confident.
Even if you haven’t mastered the art of high self-esteem, you can still fake it until you make it. Check out these tips for good body posture and social habits that help communicate you know what your doing and are a person to be trusted: Body Language Advice
3. Do your research – How is the market? What is working and what isn’t? How can you make your clients stand out? How do you make you stand out?
With this, its important to have market leading technology like Showing Suite and Doorsteps. In a world where people want things fast and at their fingertips, you need to give it to them or they will go to someone else and get it. You need to show them they need you. You are indispensable to their home selling process. You have essential things to offer to sell their home. Check out a blog post we did a few weeks back with other top real estate agent tools.
4. Make them think your ideas are from them.
Sellers, or rather people in general, do not like to hear they are wrong. Its important to validate your sellers’ opinions however off they might be. Instead of correcting them right off the bat, try to steer them in the right direction using leading questions. For example: “Great idea! (or if its actually a horrible idea you can say something like, “nice thought”) What do you think buyers will think about ____?” or “I see where you are going with that. Here are some statistics for homes in your area and what they have sold for in the past few months. Based on this info, what would you say is a good price range?” (insert question that fits situation here). Plant the ideas in their head, let it sit for a day or two, and come back to it – especially if you have a stubborn seller who thinks they know everything.
There are some great resources available to you out there. Don’t be afraid of researching and going the extra mile for your clients. In the end it will only help you – hard work really does pay off.
– The Showing Suite Team