LISTING STRATEGIES (1)
Why do we want take more listings? Think of the following benefits.
Schedule Management: You can work with a buyer for hours, days and even months, and never get a sale. When you are working with buyers, you are working for all the other Sales Representatives in your marketplace trying to sell their listings. When you work with sellers, all of the Sales Representatives in your marketplace are working for you. Which one seems more productive to you?
Self Marketing: When you work with a buyer and sell them a home in a neighbourhood, does everyone on the street know that you sold that home? How about if you take a listing, you sell it and put a sold sign on that property? Does everyone in the neighbourhood know that you sold that home?
You Don’t Have to Be There: You can only sell a buyer a home when they are in your car and going in and out of houses. You can be in another country on vacation and sell a listing.
Build Your Business: A listing will generate buyer calls, you can mail out just listed and just sold postcards, you can hold open house to attract buyers and potential listings….pretty simple, a sign in the yard is one of the best forms of advertising yourself.
Your next tip will outline the most important needs of a seller. Until then I wish you all continued success
It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391
Monday, October 5, 2009
Sunday, October 4, 2009
Coaching Tips & Stragegies #19
Tip #19
PRESENTING AND NEGOTIATING THE OFFER
Let’s set the stage:
You’ve written the offer and it’s time to present it to the sellers. Do you simply fax it over to the listing agent and await their response?
Let me ask you this, is that truly representing the buyer? Of course not.
Call the listing agent and let them know you would like to personally present the offer.
Here are some of the key steps to presenting and negotiating the offer:
Give the sellers some personal background on the buyers, what they are looking for, their qualification abilities, how many homes they have looked at and what they appreciate about their home.
Provide the sellers with a current snapshot of the marketplace (the same information you provided your buyers with when they decided on what price to offer)
Review all of the major details of the offer; contingent or non-contingent, inspections, date of closing, etc. Then move to price. Upon presenting price, be silent and listen.
Be sure to have all your documents and disclosures in order.
If you’ve done your job and you have a good agent on the other end, you will walk away with an accepted offer.
Your next tip will focus on listing strategies. Until then I wish you all continued success
It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391
PRESENTING AND NEGOTIATING THE OFFER
Let’s set the stage:
You’ve written the offer and it’s time to present it to the sellers. Do you simply fax it over to the listing agent and await their response?
Let me ask you this, is that truly representing the buyer? Of course not.
Call the listing agent and let them know you would like to personally present the offer.
Here are some of the key steps to presenting and negotiating the offer:
Give the sellers some personal background on the buyers, what they are looking for, their qualification abilities, how many homes they have looked at and what they appreciate about their home.
Provide the sellers with a current snapshot of the marketplace (the same information you provided your buyers with when they decided on what price to offer)
Review all of the major details of the offer; contingent or non-contingent, inspections, date of closing, etc. Then move to price. Upon presenting price, be silent and listen.
Be sure to have all your documents and disclosures in order.
If you’ve done your job and you have a good agent on the other end, you will walk away with an accepted offer.
Your next tip will focus on listing strategies. Until then I wish you all continued success
It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391
Saturday, October 3, 2009
Coaching Tips & Strategies #17
Showing and Selling Property
The culmination of your previous efforts has arrived. Your abilities you have been practicing and the strategies you plan to use is now ready to begin.
Here is the process of showing and selling a home to a buyer:
Allow the buyer to look at the home at their pace. Don’t smother them and don’t walk into small rooms. Allow the buyer to experience every part of the house.
Don’t sell, ask questions based on any feedback or comments they provide.
Ask them what they like about the house.
Ask them what they would change about the house.
Ask them if they have any further questions.
It’s not an Einstein science exercise, just common sense. If you have listened to their dialogue of wants and needs, paid close attention to their comments as they look at each house and asked each questions about each property, you will be well on your way to determining and finding their perfect home. If you’re “On Target” you’ll probably write an offer, you might even sell it on the first try!
Your next tip will focus on writing the offer. Until then I wish you all continued success
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
The culmination of your previous efforts has arrived. Your abilities you have been practicing and the strategies you plan to use is now ready to begin.
Here is the process of showing and selling a home to a buyer:
Allow the buyer to look at the home at their pace. Don’t smother them and don’t walk into small rooms. Allow the buyer to experience every part of the house.
Don’t sell, ask questions based on any feedback or comments they provide.
Ask them what they like about the house.
Ask them what they would change about the house.
Ask them if they have any further questions.
It’s not an Einstein science exercise, just common sense. If you have listened to their dialogue of wants and needs, paid close attention to their comments as they look at each house and asked each questions about each property, you will be well on your way to determining and finding their perfect home. If you’re “On Target” you’ll probably write an offer, you might even sell it on the first try!
Your next tip will focus on writing the offer. Until then I wish you all continued success
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
Coaching Tips & Strategies #18
PREPARING THE OFFER
It’s typical of the real estate industry, everyone wants to submit a lowball offer. Your first step is to bring buyers to the reality of your current marketplace. How do you do this?
Is it a buyers market or is it a sellers market?
Additionally, your other responsibility is to negotiate in the best interest of your buyer. Keep in mind, negotiating in the best interest of a buyer is not a win/lose goal, you want to do the best you can for your buyer, without creating conflict between buyer and seller. Fiduciary responsibility, know where you stand!
Provide your buyer with market data that includes recent sales, current listings, sale price as a percentage of list prices and any other information that is important in their decision process.
Your next tip will focus on the negotiation process. Until then I wish you all continued success.
It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391
It’s typical of the real estate industry, everyone wants to submit a lowball offer. Your first step is to bring buyers to the reality of your current marketplace. How do you do this?
Is it a buyers market or is it a sellers market?
Additionally, your other responsibility is to negotiate in the best interest of your buyer. Keep in mind, negotiating in the best interest of a buyer is not a win/lose goal, you want to do the best you can for your buyer, without creating conflict between buyer and seller. Fiduciary responsibility, know where you stand!
Provide your buyer with market data that includes recent sales, current listings, sale price as a percentage of list prices and any other information that is important in their decision process.
Your next tip will focus on the negotiation process. Until then I wish you all continued success.
It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391
Friday, October 2, 2009
Coaching Tips & Stratagies #15
SHOWING THE HOME
Now it's time to get them into the car and start the homes tour .... ???
Of course, that will depend on your market-inventory knowledge.
Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.
Knowledge is power, do you have market knowledge? Do you know the current inventory? How much time do you spend previewing new listings? This comes under schedule management. I'll give you some ideas on that further into this series.
You can qualify buyers, get their financing in place, but without up to the minute market knowledge, you're going to struggle to convert buyers into closings.
Your next tip will be building a home tour that fits the criteria of your buyer. Until then I wish you all continued success.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
Now it's time to get them into the car and start the homes tour .... ???
Of course, that will depend on your market-inventory knowledge.
Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.
Knowledge is power, do you have market knowledge? Do you know the current inventory? How much time do you spend previewing new listings? This comes under schedule management. I'll give you some ideas on that further into this series.
You can qualify buyers, get their financing in place, but without up to the minute market knowledge, you're going to struggle to convert buyers into closings.
Your next tip will be building a home tour that fits the criteria of your buyer. Until then I wish you all continued success.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
Coaching Tips & Stratagies #16
The Home Tour
You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.
Here are the critical steps:
Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during your buyer counselling interview. Keep the tour between 3-5 homes, any more than that can create confusion and indecision.
Create a map: Provide the buyer with a map that details the location of each property that you are going to show them. Highlight the different schools and points of interest on the map.
Provide comparables: Educate the buyer and make them aware of the current marketplace. This will help the buyer better understand the market and make a realistic offer that they are comfortable with.
Meet at our office: Have the buyers meet you at our office so that you can sit down and review the homes they are going to see. Upon arrival back to the office, this is the best time to write up the offer.
Your next tip will be Showing and Selling Property. Until then I wish you all continued success.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.
Here are the critical steps:
Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during your buyer counselling interview. Keep the tour between 3-5 homes, any more than that can create confusion and indecision.
Create a map: Provide the buyer with a map that details the location of each property that you are going to show them. Highlight the different schools and points of interest on the map.
Provide comparables: Educate the buyer and make them aware of the current marketplace. This will help the buyer better understand the market and make a realistic offer that they are comfortable with.
Meet at our office: Have the buyers meet you at our office so that you can sit down and review the homes they are going to see. Upon arrival back to the office, this is the best time to write up the offer.
Your next tip will be Showing and Selling Property. Until then I wish you all continued success.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
Thursday, October 1, 2009
Coaching Tip & Strategies #14
INITIAL APPOINTMENT
So congratulations, you have converted an incoming buyer call to an appointment. Now what?
Are you going to charge right out the door and start showing houses? I sure hope not.
Approach the buyer in the same fashion that you deal with a seller.
Do you have a buyer presentation? Do you have a buyer qualification process that you use?
Do you have a buyer questionnaire that you use? How do you determine the buyer's wants and needs?
Do you immediately connect your buyer with a loan officer to discuss financing options and a prequalification letter?
Give me a call and I will help you get your systems in place for the initial meeting with a potential buyer.
Next tip I will discuss showing the home. Until then I wish you all continued success.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
So congratulations, you have converted an incoming buyer call to an appointment. Now what?
Are you going to charge right out the door and start showing houses? I sure hope not.
Approach the buyer in the same fashion that you deal with a seller.
Do you have a buyer presentation? Do you have a buyer qualification process that you use?
Do you have a buyer questionnaire that you use? How do you determine the buyer's wants and needs?
Do you immediately connect your buyer with a loan officer to discuss financing options and a prequalification letter?
Give me a call and I will help you get your systems in place for the initial meeting with a potential buyer.
Next tip I will discuss showing the home. Until then I wish you all continued success.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
Subscribe to:
Posts (Atom)