Received another call off an “Expired Letter” today. Fourth one this week. Nice Lady whose house is located in a 55 and older Active Adult Community (Solivita) located within my market area Poinciana Fl. Even though I am the top Realtor in Poinciana (listings sold) I have never marketed or taken a listing in Solivita. Sold a couple of homes to Sellers of mine moving in but that’s it.
This community has about 1,500 homes and currently has 255 on the Market. The market is dominated by another Realtor (let’s call her Mary). Well I have decided it needs to be dominated by me since prices are a little higher than my current market. Anyway while talking to this lady she mentioned she had been with 2 different Companies in the last year but no one has sold her house. Well I asked her if she had tried Mary. She said she hasn’t but heard she was very good. I agreed with her and told her Mary was the top Realtor in her community and has been for a few years. She also lives there and is very familiar with the community. I said I had actually sold two of her listings to Sellers of mine who were moving in and she was very professional and knew what she was doing. Well the potential customer was very shocked that I was talking so strongly about Mary’s abilities and asked me why. I was truthful and told her that I was number 1 outside of Solivita but wanted to be number 1 in Solivita as well. She mentioned her house model and I proceeded to tell her everything about her floor plan, the neighborhood, how close she was to the pool and golf course and how many similar homes were on the market. She was amazed!! Folks, I had done my homework way in advance of sending out any letters to this community. She appreciated my honesty and said so. I told her I could never guarantee to her that I could sale her house but I can guarantee that I will be 100% honest with her about pricing and what we can do to get it sold!
Well we are meeting tomorrow at 1:00 and she asked me to be sure and bring the listing agreement with me because she has an appointment at 2:00 and wants me to get her house on the market right away. Never talked price or commission. I guess she will trust me with that!
Moral: Never talk down your competition. Be successful on your own merits. And always be 100% honest.