“It Only Takes One” Q: What do you call the person who finishes last in their medical school class? A. “Doctor.” It may surprise non-Realtors to hear that even well-prepped, well-priced homes — destined to sell quickly for close to full price — typically collect more “Nay’s” than “Yea’s” from prospective Buyers. But it’s true. In...Read More
Surefire Signs How does a Realtor tell if a home they’re listing is primed to sell? (see also, “Listings and Pots of Water“; “Buyer Feedback: ‘Win, Place, or Show'”). The starting point is their own knowledge of the home relative to nearby, competing homes — as well as the Comp’s (“Comparable Sold Properties”). To sell...Read More
Category #4: ‘Out of the Money’ My favorite metaphor for how close a listing is to selling is temperature (“Listings and Pots of Water“). So, a new listing starts out at room temperature, heats up as showings (and second showings) accelerate, and reaches a boiling point by the time a strong offer (or two) comes...Read More
Sales Repertoire Consciously or unconsciously, every successful sales(wo)man develops some variation of the following techniques: The Close. “Sign here.” The Trial Close. “If they agree to beef up the earnest money, is it a deal?” The Reverse Trial Close. “With all those objections, this home sure doesn’t seem like a very good fit for you.”...Read More
Gauging Buyer, Seller Seriousness The eyes are the window to the soul. –New Testament Want to know if a home seller is serious about selling? They turn on all the lights before a showing. Want to know if the showing went well? The Buyer’s agent turns them all off afterwards (yes, they should anyways —...Read More
