Lock and load, baby!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Let’s talk about listing presentations. From what I’ve been reading lately I guess there are two schools of thought on these, one appointment listing presentations and two appointment listing presentations. I have to be honest with you, I had never heard of a two appointment listing until recently. You see, I have never had any training in Real Estate. When I first got my license 12 years ago I worked for a vacation rental management company and was the only one that had a Real Estate license. From there “The Lovely Wife” and I opened up Tutas Towne Realty and we had always worked by ourselves, until she retired about 5 years ago. Since then, I’ve gone solo. So no training. I have been through the GRI series, attended quite a few educational classes at our local board and of course, licensee and broker classes, but I am mostly self taught through trial and error when it comes to actual sales techniques.

Anyway, two appointment listing presentations are foreign to me and I am not able to advise on them one way or another.

There aren’t too many things that I do well but pricing and taking listings are two things I do very well. And since I have never done it any other way, the one appointment listing presentation is what I’m good at. These are the steps I take to get in and out in 90 minutes, with the sign in the ground, all photos, measurements and paperwork complete.

Please remember this may not work in all markets. My market is limited to one PUD, it just happens to have 65,000 people and most of the homes are fairly similar in style. And I have sold hundreds of homes in this neighborhood. Some homes I have sold three and four times. Okay, so here goes.

1. Pre-qualify the Sellers on the phone prior to meeting with them. This includes finding out their reason for selling, mortgage balance, how long they have lived in the house and details about the home. Do not under any circumstances discuss pricing or commission on the phone. If this comes up the answer is “I have to see your house in order to give you an accurate opinion of value” and “Commissions vary greatly from company to company. We can discuss this once we get together. Right now, I want to concentrate on how much money I can put in your pocket. That’s’ really the only figure that matters to you, right?”

2. Prepare your CMA based on public records and the information they have already given you. You should be able to come within a few thousand dollars of true market value, subject to verifying the condition of the house.

3. E-mail them this information in advance if they are able to receive it. Do not give them your price opinion or commission rate. Just comps, marketing info and such.

4. Prepare the listing agreement, MLS data sheets and disclosures in advance with your commission and all other information except price. Make copies. This should not be hand written. If it’s typed they are less likely to question or change things. Like my commission.

5. Day of presentation arrive exactly on time. Not five minutes early and not five minutes late. This is very important. You want them to know immediately that you do what you say, when you say.

6. The first thing I do is let them show me the house if they want or I look on my own. You can even take notes on a pad or talk into a recorder. They like that. This takes about 5 minutes.

7. Then guide them to the dining room or kitchen table. No breakfast bars and no coffee tables. A big table, with them sitting side by side across from you. And start out with chit chat. Get to know them. Listen to what they are telling you. You are fishing for their hot buttons. This takes anywhere from 10 to 15 minutes.

8. Then I start my presentation by telling them a little about how I do business and what they can expect by working with me. I am trying to hit on their hot buttons at this point. Win their trust. This takes about 10 minutes.

9. Next I get into pricing, going over my analysis, what happens when we get an offer, pre-qualifying buyers, possible closing issues, inspections and answering any questions they may have. Notice how I’m already talking as if I have the listing and the house is already under contract. About 20 to 30 minutes.

10. Then I hit them with the close “I’ll need a key today. I have my sign in the car and a lock box in my briefcase. Here, you guys sign here and here and while you are doing that I’m going to take some pictures and get my measurements, so I can get you up and running today.” Then fill in the price and slide over the paperwork and two pens and get up and start cutting on lights and taking pictures. I do not explain contracts to customers. I am not an Attorney and that is not my job. I may give them a brief summary limited to: here’s the price, here’s the length of the agreement and here’s where I get paid. Also, here’s the Property Disclosure Statement with a self addressed stamped envelope, complete it and mail it back to me.

By the time I am done taking photos and measurements they have finished signing everything, including their copies, and have placed a key on the table. 30 minutes.

I thank them and tell them I am hurrying back to my office to edit photos and get them in the MLS, so they are up and running before the morning’s hot sheets hit the system. Put on my lock box, stick a sign in the yard. And I’m out of there in 90 minutes. Next!

Usually, I will even call them on the way back to my office(home) to tell them how excited I am. And of course they will be hearing from me everyday.

Oh, by the way, I truly am excited. I love helping Sellers sell their homes. I want to do everything I can to get this done for them.

So that’s it. Broker Bryant’s, 90 minute, one visit listing presentation. Lock and load baby!

Don’t make me get mud on my face!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Clear to close. I love the sound of that. My three favorite words. It means all issues have been sorted out and within 48 hours my Sellers will be getting their check and I will be getting mine. I heard those words on Monday. I was so excited. I have been involved in a very difficult deal and my poor Sellers have been seriously stressed out. We had lost a deal on their house last month, the day before closing, so needless to say the Sellers have been very nervous. Well, Monday, the Mortgage Broker called to tell me the last conditions had been cleared by the underwriter and we had clear to close. The package would be delivered late Tuesday afternoon for a Wednesday closing. Excellent news! I couldn’t wait to pick up the phone and call my Sellers with the good news, so I did.

“Hey, Mr. and Mrs. Stress D. Out, I just received great news, the Mortgage Broker just called to let me know we have clear to close and we’ll be closing on Wednesday!” “What? No, no I know I’m great. Yes, I do appreciate you telling me that. I know, please don’t cry, it was my pleasure.”

Man, I am flying high now. My Sellers are happy, I’m happy. We made it. 48 more hours and this will be done. Another successful closing and “The Lovely Wife” can go shopping.

So today, Wednesday, I wake up and call my favorite closer Cara, to confirm that she has received the closing package and ask if she can send over the HUD, for me to review. “Uh, Broker Bryant, I haven’t received the package yet, let me call the Lender and see when I can expect it, maybe they sent it to the wrong place, that happens sometimes.”

Yeah, that’s it, a little confusion on the delivery. No sweat, Cara has been handling my closings for 12 years and will sort this out quickly. About an hour later Cara calls me back. “Broker Bryant, I just got off the phone with the Lender and they don’t know what I am talking about. There is no clear to close. This file has not even been reviewed yet and is fourth in line. He was actually laughing at me. He said it will be hours before he has a chance to review the file and doubts very seriously that it will be clear. He has been battling with this Mortgage Broker for weeks trying to get her to provide the information he has asked for. There will be no closing today but maybe by the end of the week if we are lucky.”

End of the week! If we’re lucky! That’s not clear to close! That’s not even close to being clear to close! She told me clear to close! I even made her repeat it and asked her if she was certain! “Yes, Broker Bryant we have clear to close”. She said that. She said that to me and to Cara. And I repeated it to my Sellers, Mr. and Mrs. Stress D. Out. They told me they loved me. I really liked hearing that. “Broker Bryant we love you.”

Why do people lie? Why not just tell the truth? If I know what the problem is, we can work together to solve it. Now I have mud on face. Mud, mud, mud. I used to like mud. But I’m not a child anymore. I’ve already called my Sellers. They still love me. But they didn’t say it this time and that sucked. But I know they do. I talk to them everyday. How can they not love me? I’m adorable.

Anyway, after all this I still feel this deal will close. The Buyers are highly qualified and very motivated. They have been living out of a U-haul for 10 days already. What difference can a few more make? It’s not their fault they hired a liar. The Sellers will wait too. After all, they do love me.

Folks, please be honest in everything you do. Let’s all work together to get deals closed. And please…………….Don't make me get mud on my face!

Freeze! And drop your weapon!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Disarming people. This is skill that needs to be developed if you want to be successful in Real Estate. Unfortunately, rude and unprofessional Realtors, upset and irate customers and nasty mortgage brokers are a part of our business. Understand this, it will not get better and you will have to deal with these people for as long as you are in the business. You cannot change them, but with practice you can change yourself and how these people react to you. I’ve said this before and I will say again, “Real Estate is all about attitude”, yours, not theirs. So understand that fact and accept it. Being able to make the best of it and being able to disarm their negativity is a skill that can be learned. If you are getting a lot of negativity in your everyday business, then maybe the problem is you. Maybe you are not handling people properly. You may be doing something that is putting people on the defensive. My goal in this post is to give you some ideas that may help you to disarm these people, to get them to drop their defenses and be more cooperative and helpful.

My example, is the Realtor who is calling in with a “low ball” offer on your listing. When you question them on this, they get defensive and the conversation goes south real quick.

Him: “This is John, I have just faxed over an offer for your listing. It may be low but your listing is definitely overpriced and my Buyer will not go any higher than this.”

You:Uh, excuse me but my listing is not overpriced, and my Seller will not come down very far off his price.” “I’ll present it, because legally I have to, but don’t hold your breath on this one.”

Ok, this conversation is going south quickly. The chances of this becoming a deal are nil. What if you responded this way instead?

You: “Hi John. How are you doing today? Working hard making lots of money? Sounds like this buyer has been keeping you pretty busy. I don’t know how you do your job, you must be very patient to work with buyers all day.”

Now at this point, John is going to proceed to tell me how difficult this Buyer is and how he has showed him every house in town and the guy keeps making low ball offers and blah, blah, blah, blah, blah.

You: “Wow, sounds like you have had your hands full. Well, since he is interested in this house lets see what we can do to get a deal negotiated. What are your Buyer’s main concerns? Is it price? Does he need closing costs assistance?”

Now, if you listen to what John has to say, he will give you the information you need to be able to present his “low ball” offer to your Sellers and come back with a counter offer that may work.

You: “John, thanks for the offer. I really appreciate you showing my listing. I will call the Sellers shortly to see what they say, after all it is their house and their decision to make. If we could make these decisions for our customers we would both be very wealthy.”

Now what has happened here, is, I have disarmed John. He has had a chance to vent his frustration towards his Buyer. I have complimented him on all his hard work and have got him to focus on getting this deal negotiated, if possible, and I have reminded him that the deal is between the Buyer and the Seller, not the Realtors. His attitude, though aimed at me, was not about me at all. It was about his frustration at working with a difficult Buyer and in my own way, I have reminded him of this. He is now on my side.

Now being the good Realtor that I am, I have to call the Sellers and present a “low ball” offer.

You: “Hi Mr. and Mrs. Need T. Sell. This is Broker Bryant your favorite Realtor. Did you guys have a nice day today?”

Chat for few minutes. Show an interest in their day and their lives. By the way, this can’t be faked. It must be a genuine care and concern. The point is, you must have a relationship with your customers.

You: “Want to sell a house today? I’ve just received an offer for the house. It’s low, but maybe we can put together a counter that would be acceptable. They are offering you …………….

Them: %$#@^ &*^% I’m %^& not  giving *&^% my &%^#@ house away!! Are these people crazy *&%#$…………….

Do not under any circumstance interrupt someone that is venting. Never, ever, absolutely not, don’t do it. Your job at this point is to wait. Be quiet and wait. Ok, ten minutes later.

You: “Feel better? I felt the same way when I reviewed the offer. Your house is priced right and they are way low. But you know, it’s the game. It’s the Buyer’s job to try and get the lowest price they can and it’s our job, as a team, to try and get the best price for your house. So let’s counter offer and see what happens. They are qualified Buyers and I know you want to sell your house. We need to get you under contract soon so you are ready to close on your new home next month. You are really going to like it up there. Did you pick out the colors of your new home yet?”

Ok, you get my point. Stay focused on the end result. In this brief discussion, with the Sellers, I have reminded them of the urgency in getting their home sold and have focused them on their new home and upcoming move, instead of focusing on the “low ball” offer. They have blown off steam, are thinking of their future and now I am ready to sit down with them and discuss the offer and the way forward.

Folks, this is why people hire Realtors. It is our job to get our emotions and attitude out of the way and help our customers to stay focused on the end results. I could write a book on this topic but noticed this post is getting a little long, so I will end it here.

Just remember, next time you have to deal with an attitude, either yours or theirs……..Freeze!! And drop your weapon!

Please don’t call me after 8pm

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Time management. This is a very important part of being a successful Realtor. Or, in being successful at anything, for that matter. We all have 24 hours a day. That's it, 24 hours. 24 hours to do business, spend time with our families, exercise, relax, eat and sleep. Now for me, I like to spend most of this time on the last two, eating and sleeping. Well, not really, even though I do love to eat and I cherish my down time, whether it's spent relaxing, reading, blogging on AR, playing with "The Lovely Wife" or sleeping. So how do I manage "down time" while still handling my business. Especially since I'm a solo Realtor.

First, I am very organized. I wake up everyday knowing exactly what I have to do that day and exactly how much time it will take to accomplish these things. I don't like surprises. I try not to change my schedule unless absolutely necessary. And most importantly, if it's on today's list, then it gets done today. I don't roll things over to the next day. At the end of the day, I start a new list, for the following day. All of this is kept on a legal pad that goes with me everywhere. It has my appointments for the day, phone calls that need to be made, signs that need to be delivered, task to do and so forth.

The biggest time saver for me is choosing not to work with Buyers. I don't have the time, desire or patience to do this. I have a network of Realtors, in my area, who I refer Buyers to. Being the Broker, my referral fee is just about what I would make if I had a Buyer's agent working for me, so what the heck. It also helps to build good relationships with my fellow Realtors and I don't have to spend my time supervising an employee. By doing this I am free to concentrate on getting listings, communicating with my Sellers, negotiating deals and following up on closings. These are the things I enjoy doing so why not do them exclusively?

Here's a list of a few other things that help me, with saving time. Hopefully, these will help you in your business.

  • One appointment listings. Do a short seller prequalification, on the phone, prior to your appointment and go over prepared, loaded with info and ready to list and put your sign in the yard. Before you leave, take all photos, measurements and give the Sellers their copies of the paperwork. In and out in 90 minutes. On to the next one.
  • Answer the phone. This is a major time saver. No calls to return. Answer the phone and your done.
  • Respond to E-mails as you read them. Read it, reply, your done.
  • Call your Sellers daily. This way they don't call you when you are busy. I do this while driving to and from appointments.
  • After a closing, close the file. I add the Buyers to my data base, send out thank you cards, go to quantum mail.com and send out my just sold mailers, order the Lowe's Rewards for the Buyer, send over the press release for the newspaper and deposit my check. Same day as closing, the file is in archives. Next!
  • Normal paper ads and monthly mailers are ordered for the year in January. The only thing left to do is pay the bills.
  • Group appointments and errands together. If you have to leave the office make it worth your while.
  • If you have to call a customer with negative news. Do it immediately. Don't worry about it. Don't stress over it. Don't try to figure out how to break the news. Your customers are adults, pick up the phone and make the call. Get it off your plate and together you and your customer can work on a solution. A stressed out Realtor is no good.
  • And my favorite all time, time saver. Don't take an overpriced listing or work with an unqualified and unmotivated Buyer. The ultimate time waster and stress maker.

That's it. Broker Bryant's crash course on time management. I'm a small time Realtor (by choice) but by utilizing these time saving techniques, I am able to limit my work to about 5 to 6 hours a day and still accomplish 40-60 closings a year, working by myself and from my home. So I know it can be done.

So, get a grip on your time, enjoy your business and enjoy your life. And please don't call me after 8pm……. because I will be playing with "The Lovely Wife" and the phone will be cut of.

And the winner is…………………..

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Ok, so if you haven’t read it already. “The Lovely Wife” won this week’s Carnival of Real Estate! Is that awesome or what! And needless to say I will never hear the end of this. I knew “The Lovely Wife” was beautiful. But now I have to deal with a beautiful, smart and talented wife.

I am so pleased and proud I can’t stand it. So “Lovely Wife” a big kudos and I’m proud, from the adorable husband.

Now can you cook me dinner? Actually, how about I take you out to dinner?

News flash….."The Lovely Wife" is cooking tonight!!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

I have a dilemma today. It seems I am about to run out of "For Sale" riders for my beautiful, shiny, night glow, Tutas Towne Realty signs. I guess that's a good problem to have. To me, signs in the ground mean money in the bank. And lately I have been making lot's of "deposits." It's been a long time since I had over 20 listings. Not there yet, but will be next week. It's been so busy the last couple of years I couldn't keep inventory. Place a home on the market on Monday and have multiple offers by Wednesday. Now that was fun!

Now that it takes a little longer for me to sell a house, inventory is up and sign riders are running low. So what do you do? I know, the obvious answer is buy more "For Sale" sign riders. I'm not sure why but to me that sounds too pessimistic. I think, what I would really like to do, is place some properties "pending". Now that sounds more like it. Place them "pending" and switch the rider from "For Sale" to "Sold". I like that. Frees up some sign riders and puts that "deposit" a little closer to my bank account.

Now maybe my thinking on this is a little strange. But hey, it usually is. In fact "The Lovely Wife" would say, my thinking is more than a little strange, on most occasions. But she does agree with me on the sign riders. Creating challenges like this, in my head, is what keeps me motivated. And for some reason I know that later this week, when I am down to my last rider, I can expect to place several of these properties "Sold". Problem solved. Life is funny like that. You usually get what you are expecting. I am expecting to get some deals this week and I will. I love it when that happens.

So what are you expecting next week? Are you expecting good things? Or are you expecting bad things? Are you expecting to sell some houses? Or are you expecting to be rejected? Do you go to your listing presentations with the agreement already completed except for the price? Or are you just going to feel out the situation and make another appointment?

Expectations. I truly love that word. Expectations. Real Estate is all about expectations. So the decision is yours. What will you expect next week? I hope you decide to expect good things. I can tell you from experience, that if you do, good things will happen.

I'm expecting "The Lovely Wife" to make me an excellent four course dinner tonight. Ok, so maybe it doesn't work all the time!

Real Estate. I love it!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Man, I’m tired today. It’s been a long week. I’ve been very busy and I haven’t been sleeping very well. I have one of those bad backs and rarely sleep for more than an hour at a time. This has been going on for years. I even had a Seller tell me I didn’t sound like my normal chipper self today. It was true, but I didn’t like hearing it. Real Estate is all about having an upbeat and positive attitude. On the rare occasions when I’m not 100%, I feel my Sellers suffer for it. So what do you do? I’m a one man office, so it’s not like I can just take a day off. I must answer the phone. If I don’t my Sellers may miss a showing on their property and I can’t let that happen. They are depending on me and I won’t let them down.

Keeping my business small was a decision I made years ago. “The Lovely Wife” and I enjoy our time together and we did not want to get locked into a position of having to run an office and having to get up and go to work everyday. Also, I have a little bit of a control issue and have a problem with delegating. The most important reason for staying small is, I’m a salesperson. It’s what I like to do. It’s what I’m good at. I don’t enjoy managing people and running a business, even though I am a business. Does that make any sense?

I think the point is, that in order to be a success you must find the one thing you enjoy doing and try to do it better than anyone else. Some Realtors like going solo, some like being a part of a team, some want to manage, some want to open up large offices. I don’t think there is a right way or a wrong way, but I do think it is extremely important to find the way that works for you and makes you happy. Never try to work a certain way because you think that’s what is expected of you. Be true to yourself. Find your strong points and concentrate on them. Set your own goals and compete with yourself.

Also, have a plan. You must know where you are going in order to get there. Reflect on it. Get you priorities in order. And whatever you do, don’t do it for the money. If you do a good job and stay focused the money will come all by itself.

I hope you didn’t find this post too boring. But hey, it’s my Blog and it’s what I felt like writing today. Tomorrow is a new day and I m going to wake up refreshed and ready to do my best. Man, I’m tired. Man, my back hurts. Man, I am so blessed. Real Estate. I love it!

Call Broker Bryant, for the truth and nothing but the truth!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Ok, so I took a listing yesterday. Great house priced right, clean and ready to be sold. So what's the problem? The problem is, I am now the third person to have this home listed. These poor Sellers have been on the market for 10 months and have never had a showing! That's never, as in nada, none, nobody, no interest, zippo! These Sellers started packing back in November and have been patiently waiting for the all elusive Buyer. They are desperately wanting to move back home to Puerto Rico to be near family. Where oh where have all the Buyer's gone? I guess the real question should be, where oh where have all the professional Realtors gone?

Now my market, Poinciana FL, is teeming with "Realtors". They are definitely easy to find. They're everywhere. The magnetic sign companies have made a fortune off Realtors in Poinciana. "Call me", "Free CMA", "Visit my website", "If I don't sell it I'll buy it", "You've called the rest now call the best", "No money down", "See if you qualify today!" and on and on and on.

So, back to my Sellers. The first time they listed for 6 months. The company was a combination, Mortgage/Real Estate Services, set up. Not a discount Company, but a full service, full commission organization. The Sellers thought this would be a great choice since they did the mortgages too. No unqualified Buyers with these folks! The only problem was they didn't tell the Seller they weren't part of the MLS and they over priced the house by about $30,000. So needless to say, no showings, no sale. The Sellers wasted 6 months of their time. I bet the Company received lots of Buyer leads off their sign though. Mortgage loans and Buyers. That's what they were after and that's what they got. Good for them, bad for the Sellers.

Next the Sellers moved on to a huge National Chain. Good choice of Companies, bad choice in Realtors. Again over priced by $30,000. No showings and no sale.

So, yesterday they made a good choice, they called Tutas Towne Realty and as always, they reached me. I met with them and pulled out my CMA to discuss pricing. Now as a Professional Realtor, preparing and presenting an accurate CMA is what we are supposed to do. Well, these folks had never, ever, seen one before! Ok, If you didn't catch that, here it is again, never, ever, seen a CMA! Been on the market for 10 months with 2 different companies and had never seen a CMA. That's never, as in nada, none, zippo!

Now, I have been doing this for quite a while and go behind other Realtors often, as a major part of my marketing is going after expired and withdrawn listings. I love them. All ready made the decision to sell, just need someone that can help them. Anyway, it never ceases to amaze me how many Sellers have never seen a CMA. They arrive at pricing by telling the Realtor how much they want and the Realtor says "OK." Folks, this is unethical. It is our job as professional Realtors to advise Sellers on pricing. In my opinion, this is the most important responsibility we have. Sellers are depending on us. They are hiring us for our market knowledge. They are making plans based on the equity in their home. They are planning their retirement, purchasing other homes, paying off debt or like these folks just wanting to go back home to Puerto Rico. False hope. That's what Seller's get when you are not honest about pricing. False hope. Is there anything worse than this? False hope.

I never want to be known as someone that dishes out, false hope. Maybe some Sellers won't want to work with me because of my honesty about pricing. But I can't control that. I can control my professionalism. I can be honest with Sellers, whether they want to hear what I have to say or not. And I can choose not to give people false hope. Can you? Will you?

I think I will get me some of those magnetic signs. Mine will read………..Call Broker Bryant, for the truth and nothing but the truth.

A peek into the head of Broker Bryant!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

When I fist came up with the title of this post "The Lovely Wife" said it would be very frightening to actually look at what goes on in my head. She's probably right. It's very busy up there. Kind of like an amusement park, full of roller coasters, haunted houses and an occasional freak show. But hey, it's my head and it is what it is.

But fortunately for you, this is not what my post is about. Just trying to get your attention. My post is about Blogging, why I write, what I write, some comments on a few of the recent posts that I have read and my opinion of what ActiveRain is to me, for whatever it's worth.

It seems, to me, that the hot topic on ActiveRain this week has been what makes for a good post, what a post should look like, how long or short it should be, remembering who your audience is and of course points. How much is my post worth?

Ok, so here goes.

What makes for a good post? A good post in my opinion is something that is written for the benefit of the reader and gives me an inside look at the writer's personality. My posts have always been geared towards providing little tidbits of information that may help a Realtor in their business. Hopefully I have achieved this is some small way. Also, I want consumers to be able to get to "know" me by how I write. So far, my current and potential customers, have given me good feedback, so again, I think I have achieved my goal.

I want all of my posts to fit in with the general theme of my Blog. I want my posts to be consistent in nature. I think in order to keep the readers coming back they have to know what to expect. So what is the theme of your Blog? Have you ever thought about that? If not, you should.

Who is your audience? Kristal Kraft had a post on this today and she is right on. Always remember if it is not a members only post, then the consumer can find it and read it. Are you portraying yourself in the way you would want a potential customer to see you as? Are you giving them information they can use or a reason to contact you? Are you being yourself or trying to morph into what other Bloggers expect you to be? Has someone criticized your posts and because of that you changed the way you write? Well, don't, just be yourself. This is very important. We are all different and that's a good thing. Always grow and be willing to change, but for your reasons, not someone else's.

The length of your post should be as long as it takes to say what you want to say. I've seen members comment on length and how they don't like long posts or they don't like short posts. Well who cares? If it's interesting it will get read. If it's not interesting, it won't get read. Pretty simple. If you never read a post because it's too long you may be missing out on some good information. But it is your choice. Just don't expect others to write to your preferred length. Concentrate on your own posts. We are all adults and can take care of our own.

Graphics and pictures. Definitely the topic de jour. Again it's a personal preference. I like pictures and I like graphics. I don't like a lot of them. Personally, I think using too many in a post distracts from the subject mater. They should compliment not distract. But again this is just my opinion. Some people are more visual than others. Find your own style and stick to it. But do make sure it fits into the overall theme of your Blog.

Also, our personal Blogs need to fit into the overall theme of ActiveRain. Matt, Caleb and crew have their own vision of what they want ActiveRain to be, and the last time I checked, we were their guest. This site was given to us as a tool to help us connect with other people in our profession and to participate in a free exchange of ideas. The key word is FREE. Don't abuse the system. Our profession is Real Estate. Let's stick to the theme.

And last but not least, points! Points are a very good thing. They motivate us, they reward us, they help feed our competitive nature and I want more! More, more, more points! But folks, points are a game, they are an enticement. If you are posting for points only, then you are missing the point of AR all together. You are wasting a golden opportunity to be a part of this awesome network and an opportunity to put thoughtful, relevant (to your business) information on your Blog. Who knows, your Blog may just make you some serious money when the consumers start arriving in force.

So there you have it, a peek into the head of Broker Bryant. Was is relevant? Was it too long? Too short? Too many pictures? Not enough graphics? Was it a freak show? I don't know the answers to those questions, but I do know………. it's my head and it is what it is!

45 days listing agreements. Weak……I don’t think so!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

I've read several post recently talking about taking 6 month listings and nothing less. Well, personally, I take 45 day listings and nothing more. Not only that, but I do not charge cancellation fees. My ads state this, 45 day listing agreements no cancellation fees, ever! For me this works like a charm. When I meet with potential Sellers, mostly referrals, expired or withdrawn listings, this is usually mentioned after I have gone over my analysis.

I say something like this…. "The average days on market right now are about 78 in Poinciana. I am willing to take your listing for 45 days and if you are not happy with my services, pick up the phone and fire me. No questions asked and no charge to you. I get paid when you get paid, at closing. I may not be able to sell your house in 45 days but I certainly don't need 6 months. After a couple of weeks working with me you will want me for your Realtor for life anyway, so, if need be, we can extend the listing at the end of the 45 days. 45 days will give me enough time to earn your trust and your business. So what have you got to lose. So, are you ready to go on the market today?"

Well, in most cases the answer is……. yes.

Now I am sure there are Realtors out there who would say taking a 45 day listing agreement is weak. But you know, you are dead wrong. First, in most cases I will sell their house in 45 days. My average days on market right now are about 20-25. Secondly, I know that I will be able to create a lasting bond with my Seller in way under 45 days. Why? Because I call them constantly and I'm excellent at what I do. Now don't get me wrong, there aren't too many things in life that I'm excellent at, but when it comes to pricing and market positioning, on a listing, I am an expert. It's what I do. And I take it very seriously.

Now, a couple of fine points in my above presentation that you may have missed:

Notice how many times I mention 45 days? This is not random. I do it on purpose. I want 45 days to be imbedded in my Seller's mind. It shows them my urgency in getting their home sold. This is a very good thing. Especially if they have been on the market already for 6 months with another Realtor.

"…not happy with my services, pick up the phone and fire me." What's to think about? They can change their mind if they want to. It's a risk I'm willing to take.

"…I get paid when you get paid, at closing". This is a word picture. Closing and getting paid. I am getting them to focus on the end result. All good.

"…Realtor for life", planting the seed for future referrals.

"…we can extend the listing at the end of the 45 days." I haven't even taken the listing yet and I've already mentioned an extension.

"…time to earn your trust and your business". What more could a Seller ask for from his Realtor?

"…What have you got to lose?" "Are you ready to go on the market today?" Asking for the business. The close. This is where some Realtors fail. You must ask for the business. I don't care how good your presentation is, your last question must be the close.

So next time you have a listing appointment, try the 45 days listing agreement. Weak?……I don't think so!

About us

I am a licensed real estate Broker in the state of Florida. My opinions on real estate have been formed from my experiences and 15 years of working in the business. My opinions are in line with Florida Real Estate laws and the REALTOR(R) Code of Ethics. Your State’s laws may differ. So do your own homework before implementing any of my business practices into your business.