Hi folks. Here's a little tip for you that may help you in your business. This post was inspired by Jennifer Kirby's post "What Sellers Really Want is to be Lied to…" and several others I have recently read.
Jennifer's post was about being "brutally honest" with a potential Seller only to have them list with another REALTOR® that told the Seller "what they wanted to hear" instead of "what they needed to hear". Go read Jennifer's well deserved featured post.
Anyway, if you are a listing Broker and you are being truthful with Sellers, you WILL lose listings on pricing or hopefully, you will pass on them, due to pricing. REALTORS®, that specialize in listings and are good at it, rarely take over priced listings. We have to say "no" quite frequently.
However, it doesn't mean the Sellers won't come back to us after their "tell them what they want to hear" REALTOR® fails. And they will fail, more times than not.
So this is what I do. If I meet with a Seller and we cannot agree on pricing I move on. Sometimes it's my choice and sometimes I just notice they have listed with someone else. Either way, I enter their details into my data base so I can stay in touch with them.
The first thing I do is send them a thank you card after our appointment. When I see their listing pop up in the MLS I call them. If I didn't know they were listing with someone else I ask them why they did. I want to know if there was something I did wrong or was it simply due to pricing. Whatever their response is I thank them and wish them luck. I also let them know that if I can help them in anyway, with real estate related matters, to please feel free to give me a call. I do this because I am "the go to guy" in Poinciana and I want them to feel free to contact me. It doesn't matter to me that they have listed with another REALTOR®. I'm not soliciting their business.
From that point on I stay in touch with them. They get emails from me with market updates or links to articles on my Blog. It's important to point out that I am not soliciting their business, I am just providing them information, as I do many people in Poinciana.
I also make sure that they receive all of my "just sold" post cards. My goal is to make them aware of the fact that I am actively listing and selling properties in Poinciana Fl.
Now folks, this may sound like I am crossing the "ethical line" but I can assure you I'm not. Our CoE does not prohibit aggressive real estate practices. Nor am I interfering with their current listing agreement. In fact, I don't ask for their business at all. I met them before they listed and I added them to my data base. That's all I've done. I am not required to delete folks from my data base just because they have hired another REALTOR®.
Usually, what happens is, they hear from me more than they hear from their own REALTOR®!! So of course, if their listing expires, and it will, they already know who their next REALTOR® will be. How simple is that?
If you're not doing this….you need to start. Just remember to NEVER talk bad about their REALTOR® and don't ask for their business. Just stay in touch. In due course, they will be calling you of their own free will and asking you to come over and list their property….at YOUR price.
This is one of the reasons I don't hesitate to walk away from an over priced listing. I'm really not walking away at all. I'm just letting them "test the market" on someone else's dime. Mister Lister can you spare a dime?
When they are truly ready to sell they will be back. And I'll be there for them.
So what do you think? Good idea?
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