The Wells Team has had overall success in securing listings through our listing interviews!
However the way it ultimately happens is different from what we envisioned.
Here is how The Wells Team goes into a potential listing interview:
At least one day prior we leave a listing presentation with potential sellers. We ask them to read the information and be ready to ask questions.
We meet the sellers for the first time in their home. At this point we could be seeing the home for the first time. We take a tour, take diligent notes, ask questions about upgrades, repairs, utilites, and other pertinent information. After the tour we sit with the sellers, ask them what questions they have for us, and then cover other information that they had not asked previously.
We thank them for their time, have a team meeting to discuss pricing, and make an appiontment to visit them for a second time. At that time we are then ready to give them more exact information on pricing their home and working with us.
That is the way we envision it.
Now here is what happens:
We give the potential seller the listing presentation in advance. They might, or might not, look at the information.
We meet them for the first time and take a tour of the home. After the tour we are ready for their questions about marketing, and how we have achieved overall success in the industry. Instead we receive two questions. How much is my home worth? What is the commission cost and can we change that?
In most cases we have a price in mind for the home. We ask the ability to have a meeting among the team to discuss the home price, as well as, commission options for the seller.
What have we found? If we give the potential seller an immediate price for the home we receive different reactions. We were too blunt with the home price or we were not pricing the home aggresively enough. Either way we lose! The same goes for negotiations on the commissions. Different circumstances allow The Wells Team to discuss possible commission changes. This needs to be done among the team, in private, assessing all of the variables in order to give them options. If we do not have an immediate answer then we appear resistant to change.
However the way it ultimately happens is different from what we envisioned.
Here is how The Wells Team goes into a potential listing interview:
At least one day prior we leave a listing presentation with potential sellers. We ask them to read the information and be ready to ask questions.
We meet the sellers for the first time in their home. At this point we could be seeing the home for the first time. We take a tour, take diligent notes, ask questions about upgrades, repairs, utilites, and other pertinent information. After the tour we sit with the sellers, ask them what questions they have for us, and then cover other information that they had not asked previously.
We thank them for their time, have a team meeting to discuss pricing, and make an appiontment to visit them for a second time. At that time we are then ready to give them more exact information on pricing their home and working with us.
That is the way we envision it.
Now here is what happens:
We give the potential seller the listing presentation in advance. They might, or might not, look at the information.
We meet them for the first time and take a tour of the home. After the tour we are ready for their questions about marketing, and how we have achieved overall success in the industry. Instead we receive two questions. How much is my home worth? What is the commission cost and can we change that?
In most cases we have a price in mind for the home. We ask the ability to have a meeting among the team to discuss the home price, as well as, commission options for the seller.
What have we found? If we give the potential seller an immediate price for the home we receive different reactions. We were too blunt with the home price or we were not pricing the home aggresively enough. Either way we lose! The same goes for negotiations on the commissions. Different circumstances allow The Wells Team to discuss possible commission changes. This needs to be done among the team, in private, assessing all of the variables in order to give them options. If we do not have an immediate answer then we appear resistant to change.
Bottom line: There is not a winning solution. The sellers each look at the realtor/seller relationship differently. As well as we try to prepare we never know what to expect.
It is truly an inecxact science!
No comments:
Post a Comment