List to sell or list to fail!! What will it be?

 Well, I must say, if the first two business days of 2007 are any indication of how the rest of the year will be, then it is going to be an awesome year! I have been busy, busy, busy. I have been in automatic Robot mode. When I went down to my office yesterday, after ten days of relaxation, my first order of business for 2007, was to contact all 16 of my current Sellers and reevaluate their properties and what we need to do, to get them all under contract, in the next 60 days. So I spent most of the morning, yesterday and today, updating CMAs and phoning my Sellers for price reductions and co-broke increases. All were very receptive. I'm meeting with my last two, tomorrow morning. In the middle of doing this I received three offers on one of my "short sale" listings, that's three, as in multiple offers, to start the year.

This morning, I had to go into Poinciana, to look at a new listing, and while I was there, I decided to do a Poinciana photo shoot, to upload to, so I drove around Poinciana and took 50 photos. While traveling, I listed three new properties, over the phone, from folks I had placed on hold before the Holidays.

I got back to my home office around 2:30 and had to call three more potential Sellers and turn down their business. And that brings me to the topic of this post, turning down over priced, unrealistic listings. Folks, if you are a listing Broker, like I am, the fastest route to failure is taking listings that won't sell. Never, ever, at anytime take an overpriced listing. All you will achieve by doing this is to create stress and eventually you will get a bad reputation in your market area. It's the biggest mistake you can make, if you want to have a long term, successful career in Real Estate.

So here are a few key phrases you may wish to incorporate into your listing presentation.

  • I'm not here to tell you how much your home is worth, I'm here to tell you how much your house will sell for.
  • Your recent, refinancing appraisal, has nothing to do with the market value of your house.
  • How much you owe on your house and how much money you need to move, have nothing to do with the market value of your house.
  • The roof, you put on 5 years ago, is not a new roof.
  • A new roof is not an upgrade and neither is an orange tree.
  • If every house in the neighborhood has tile flooring then yours does not add value. It is expected.
  • I know you neighbor has his house on the market for $299,000, I have been looking at the "for sale" sign for two years.
  • No, I will not reduce my commission because you owe more on your house than it's worth.
  • And finally, my all time favorite. NEXT!

So folks, make one of your resolutions for 2007 be, to learn these key phrases and use them constantly. If you want to be a successful listing Broker, you must sell your listings. If you can't sell it, don't list it. It's a very simple plan and I guarantee you it works. List to sell or plan to fail!!!

"Domo-Arigato MR ROBOTO"!!!  Graphic compliments of Nick M.

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