Relationship Building Opportunity: Divorce Attorney/Divorce Mediator 

An unfortunate selling opportunity comes with divorce. Never will an agent find more motivated sellers then a couple that is splitting up. And while it’s hard to find leads who are divorcing on your own, attorneys and divorce mediators make it easy. By forming a relationship with a local divorce attorney or divorce mediator, agents can reap the benefits of referrals for years to come.

Unsure of how to walk into an attorney or mediator’s office and make a business ally? It is important to ask for a lunch date to learn more about serving this niche segment. After forming a relationship, a simple trick would be to offer a helpful real estate guide specific to divorcing couples. 

Pro Tip: divorce mediators are often unsung heroes with more free time than attorneys. They also spend more time with their clients than attorneys do. It’s best to start with mediators and then move onto the attorney’s office.

Join Local Facebook Groups 

This is probably the easiest way to drum up real estate seller leads. Over the past few months, I have watched the same real estate agent snatch up lead after lead on a local Facebook mom’s group. It’s a great place to hang out online since women make up 70%-80% of all purchasing decisions.

When women in the Facebook group ask for advice about moving or home valuation, the same agent swoops in and picks them up with a DM, every time. It’s so brilliant and simple. Using the group search function allows agents to look for anyone talking about moving, even when they were offline. As long as an agent participates regularly in the group and builds relationships, joining local lifestyle groups is an easy way to get seller leads. It’s a great way to use Facebook to grow your business without spending a dime.

Engage Past Clients Often 

One of the biggest missed opportunities comes from past clients. More than half of real estate sellers use their old agent when they sell again. This number goes up when a strong relationship is maintained. There are plenty of great ways to engage past clients. This includes giving great closing gifts, making sure past clients have current market information, and making sure to add past clients to tailored drip campaigns.

The relationship shouldn’t stop after closing. Every year agents should personally connect with past clients via email or phone.

Pro Tip:  Using email drip campaigns is an easy way to nurture your past clients. Just make sure your messages are personalized. Your emails should contain questions like “How are you enjoying your first holiday in your new home?” Nothing will turn your old clients off quicker than spam or generic messages.

Relationship Building Opportunity: Financial Planners 

The highest percentage (23%) of sellers are empty nesters, age 55-64. And most sellers make between 100-124k a year. Firms like Edward Jones and Fidelity specialize in serving and partnering with this same demographic and are often aware when one of their clients wants to sell. These planners advise their clients on how to handle their assets, including when it’s time to downsize.

Forming a relationship with a financial planner is an excellent way to get referrals, especially as these professionals are involved in the financial decisions of their clients. Asking for an educational lunch or coffee is a great way to learn about the empty nester/downsizing demographic and how advisors counsel their clients during the selling process.

Offering value, like partnering with a financial planner for a home valuation class and sellers’ course is a great way to generate leads. This niche market is full of leads that are methodical and like to think ahead. So, offering market reports and tips for improving their homes to sell for a greater ROI is always welcome.

How to Get Real Estate Seller Leads for Free

Real estate seller leads don’t grow on trees, but some covert more easily than others. Data shows that most real estate seller clients come from referrals and relationships, not from being purchased online. There are plenty of places to find free leads. Clients can come from Facebook, divorce mediators/attorneys, financial planners, past clients, and more. 

The post 6 Places to Find Free Real Estate Seller Leads appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

Looking at the data, there are definitely ways to connect with Millenial clients that will make real estate agents stand out. Millennials crave relationships, experiences, and instant gratification, and Realtors can use this to their advantage. According to the NAR Millenials made up 36% of all home buyers and 20% of all sellers in 2018. That number continues to rise year-over-year. Investing in this client segment is definitely worth it. These creative real estate marketing tips are sure to win Millenials over.

Offer Value: Content Marketing

Millennials spend most of their time connecting online. This generation uses the internet more often than any previous generation. Mostly, because they grew up with it. But straight ads featuring Realtor information rarely makes an impact with Millenials. In fact, Forbes recently reported that “Millennials are less likely to be persuaded by traditional advertising.”

Millennials hate being interrupted with ads on Instagram, Facebook, Spotify, Youtube, or any other online hub. Instead, they preferred being offered content that educates, entertains, and enriches their lives. This is what turns them into loyal followers and clients.

Real Estate Content

So what kind of appropriate real estate content can reach Millenials? Here are some winning ideas:

• Moving checklists
• Neighborhood or subdivision guides
• “Best of” lists like the best bars, coffee houses, restaurants, etc. in your area.
• Market information/reports (articles like “Is this summer the best time to sell your house?”)
• Stunning, Instagram-worthy listing photos
• Articles that help sellers/buyers choose the best type of property to fit their lifestyle

It is also important to note that content marketing takes consistency. Agents won’t find their email blowing up from one piece of content. It is an ongoing strategy that builds a client base over time. Being consistent with content that educates, entertains, and enriches is key.

Create Experiences

One of the best real estate marketing tips to reach Millenials is to use experiential marketing. This type of marketing focuses on engaging leads by creating a memorable experience that sticks with them and impacts their purchasing/listing decision.

Some memorable examples of experiential marketing include Red Bull’s Stratos events where adrenaline junkies launch themselves insanely high into the air. Or when cosmetic companies like Kylie Cosmetic’s founder, Kylie Jenner visited beauty YouTubers to get her makeup done during tutorials. Another great example came when Refinery29 offered up its 29Rooms funhouse for visitors to explore.

Real Estate Experiences

Again, these are well and good for big brands, but how do they apply to real estate? There are easy ways for Realtors to create experiences or micro-experiences for Millenials. The good news is, most of them are free!

• Host a Facebook Live seller’s class
• Create Instagram, Snapchat, and Facebook Live videos of listing tours
• Go live at an open house
• Do a Facebook Live real estate Q & A
• Feature videos or live feed of favorite local bars, coffee shops, parks, and local attractions
• Create virtual tours of listings and share them to social media feeds
• Host a real-life seller/buyers educational event at the office. Blast it out on apps like Local and NextDoor.
• Have an office open house with pizza and refreshments. Blast it out on apps like Local and NextDoor.

Experiences for Past Clients

Past clients are the number one source of leads f0r agents. Referrals make up 41% of all real estate clients. So making sure past clients stay connected should be a top marketing focus. Creating a yearly event that past clients attend, whether it be at a restaurant or local picnic is a great idea. Other micro-experiences like sending custom video messages on client’s birthday are a great idea.

Retargeting and Lead Capture

Retargeting is a creative way to get leads to make a decision. This happens when someone visits a web page. Ads and content from that website then follow the individual around the internet.

It happened to me the other day. I saw some makeup content on Instagram that I liked and clicked through to the site. Now I am getting ads from that company on Facebook, in my inbox, when I visit other blogs, and on Instagram. I plan on purchasing an eyeliner from them later this month. They got me.

Retargeting can be used for real estate, too. By capture the information of leads visiting an agent’s website, Realtors can then have targeted content follow the lead over to social media and through Google.

Social Media Focus

As the old saying goes, “you gotta go where the fishes are.” Millennials tend to hang out on social media… like a lot…5.4 hours a day to be exact. With that much time spent on Instagram, Facebook, Snapchat, Twitter, and LinkedIn, it’s easy to see why it might be the best way to engage this generation. While Facebook is beginning to lose Millenials engagement (not to mention Gen Z), Instagram and Snapchat have seen steady growth with younger generations. Using social media to boost content is a great use of a marketing budget.

Instant Gratification

Another defining trait for Millenials is their desire for instant gratification. And who can blame them? Technology has rewired their brains to be better at multitasking. There are downsides to this, too. Scientists now believe that younger generations have an attention span shorter than a goldfish. This need for instant gratification has had marketing managers on their toes for the past 15 years.

This is evident is online activity, too. The more click-throughs or backlinks people need to click to get what they want, the less likely they are to buy into a product or brand. Putting all online content like virtual tours, listing photos, videos, floor plans, open house, Realtor contact info etc. in one place is the best bet. Also, creating hubs like neighborhood landing pages that offer information in one, central hub is a good idea, too.

Real Estate Marketing Tips

Marketing approaches need to change based on what generation real estate agents want to reach. Millennials continue to grow as a real estate consumer population year-over-year. By focusing on content marketing, creating experiences, retargeting, social media, and instant gratification, agents can attract Millenial sellers and buyers.

The post Creative Real Estate Marketing Tips for Millennial Clients appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

2. Crowdsource Listings

Crowdsourcing is on the rise and many agents are jumping in the game. Why should a real estate agent do all the work of selling a home when social media users want to help? If an agent is already sharing their listing videos and photos on social media, this one is a no-brainer.

Simply tag the homeowners in the listing post on Facebook and Instagram. Their own social networks will help take care of the rest. By seeing a friend trying to sell their home, many users will share the listing on their own profiles. Its exposure for both the listing and the agent.

 3. Strong Descriptions

4. Professional Photography

5. Interactive Experiences

It’s no secret that virtual tours and drone videography have taken off over the past few years. I know *insert eye roll*, more money, but hear me out. Virtual tours aren’t just changing the way we look at listings, they are also a great tool for the ever-increasing number homebuyers moving to new states as well as millennial buyers. Realtor.com reported that listings with virtual tours got 87% more views.

But above all else, virtual tours and drone photography/videography are not for homebuyers, they are for home sellers. Using these forms of marketing not only motivate sellers to choose an agent, but they are also a great tool to attract other clients, too.

For more info on interactive media, check out how much agents should be paying for drone photography/videography and our virtual tour brand guide.

6. Single Property Websites

Closing

The post How to Market a Real Estate Listing 2019 appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

Drones are helping real estate agents create unforgettable marketing content. But more importantly, drones are helping real estate agents increase their sales. A recent study showed that 83% of homeowners preferred to work with an agent that used drones. The NAR also reported that 73% of homeowners are more likely to list their home with a real estate agent who provides video of their home. But, only 10% of listing agents are offering these types of drone services.

The good news is drone photography is not outrageously priced and using drones can actually increase an agent’s revenue by attracting more sellers.

Agents interested in flying their own drones can check out our Real Estate Drone Guide and our article on what it takes to fly a real estate drone. Those looking to outsource and hire a professional drone pilot can read on to find out about the cost of hiring someone for drone photography and videography in 2019.

Real Estate Drone Photography Costs

To be transparent, the price will vary depending on factors such as the duration of the shoot, the photographer’s experience, equipment, and the competition in the local market. The type of shoot will also affect the price. However, a basic real estate shoot is usually priced from $100 to $250/hr, with most drone photo and video shoots lasting 1-2 hrs.

The location of the listing will also affect the price. More metropolitan areas and cities tend to have slightly higher costs. No matter where you live, the price should never, exceed $350/hr. per listing. If it does, keep shopping.

How to Shop

When shopping for a real estate a drone photography and videography service there are few quick ways to narrow down your candidates.

1. Make sure the drone pilot has insurance. This is usually displayed on the pilot’s website. If they aren’t insured, keep searching.
2. Make sure the drone pilot has their commercial drone 107 license. This is a seven-digit id for the pilot’s FAA training.
3. Make sure their pricing is displayed on their website. If there is a “contact us” form instead of transparent pricing, the company wants to funnel you into their marketing system. Keep searching.
4. Make sure the pilot specializes in residential real estate. Because drone photography is still so new, most drone pilots will grab up any work they can get. Photographing a serene, forest pond is a lot different than photographing a home so that it sells. Be sure to pick someone with real estate experience, that has a portfolio on display.
5. Ask if the pilot charges extra for travel time and if post-production editing and file sharing is included in the price. These extras can rack up costly, hidden fees.
6. Make sure that the photographer signs usage rights over to you since the photos and video will be used commercially.
7. Check the pilot’s privacy policy. Many drone pilots retain rights to share the content they create, either online or over social media. This might be a red flag for some homeowners, who do not want their home used to promote a drone business.
8. Find out if the pilot has a process for alerting neighboring homeowners when they are using drones. This can avoid privacy complaints.

Shopping Tip: Droners is a website committed to connecting drone pilots with the people who need them. Real estate agents can browse drone pilots in their area by price, insurance, equipment, etc.

Closing

Real estate drone photography and videography is in demand. Home sellers prefer listing agents that will market their homes with video and drones. While some real estate agents are considering investing in their own drones, real estate drone photography costs when hiring a professional are typically $100-$250/hr.

And, to show off every drone video, photo, virtual tour, and any other listings media, check out Single Property Sites.

The post Real Estate Drone Photography Costs in 2019 appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

1. My +Plus Leads

This is far and away one of the best places to invest in the new year. The reason is the quality of data My +Plus Leads provides. Expired listing and FSBO lead services are a waste of time if the contact information provided is not accurate. My +Plus Leads pride themselves on not just providing addresses, but on helping Realtors build relationships with future clients. They do this by providing the most comprehensive contact data available on the web. The provider also aims to save Realtors time by sending aggregated emails with only leads that are relevant to them. Pair My +Plus Leads with another product designed to save Realtors time and build relationships like Buying Buddy IDX CRM and you’ll really be in business.

The Pros:

The quality and variety of contact info available. My +Plus Leads’ contact information covers phone, email, and social media links. They pull from multiple data pools to cross-check for accurate data. The daily summary emails only cover relevant lead information.

The Cons:

$59/mo for expired listings and FSBO leads is a bit higher than some of the other providers. However, the data integrity and time saved is worth it. They are one of the newer kids on the block, so the customer support may not always be as on point as more established brands.

2. Landvoice

The Pros:

The Cons:

4. Vulcan7

The Pros:

The Cons:

The Pros:

Slightly better pricing than the major competitor. Solid data. Great auto-dialer and video communication for leads.

The Cons:

Expresso Agent is still costly. They do not offer the sleek interface of Vulcan7. Their customer service doesn’t compare to their main competitor, Vulcan 7.

Notable Mention: Mojo Dialer

While many agents use Mojo Dialer, the brand’s primary focus is on the dialer itself, not on the data they provide. For the scope of this article, we wanted to cover the best providers of expired listings and FSBO leads. Mojo can certainly provide this kind of data, but the dialer, itself is the star of the show.

Review

FSBOs and expired listings are lucrative ways to ensure steady streams of income. But with so many listing and data providers, it is hard to know where to look. Not all brands are created equally, but there are some great providers of expired listings and FSBO contact information. The market is evolving; dialers, CRMs, video messaging, and more are making reaching out leads easier every day. Even something as small as combining free marketing tools like Single Property Sites with the right lead provider for your real estate business can make a huge impact this year.

The post The Ultimate Guide: Expired Listings and FSBO Lead Providers in 2019 appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

So you have found your real estate seller leads and are ready to set up a listing appointment. The big question is, how do you stand out and win every listing? We are breaking down the ways to win seller leads every time. It really is all about the seller, and we are exploring how to work with every seller and win their listing.

Listen

The greatest gift you can give any seller is your ears. So many articles and seminars are all about how to market yourself and be in-your-face about your brand. While there is a place for those tactics, the truth is that selling a home is all about the homeowner.

Listing agents possess industry knowledge and are able to offer so much to their clients (more on that in a minute). But, many of them miss out on closing because they are too busy talking about themselves. When agents listen, they are able to hear and filter through any seller’s pressure points. THEY can sort through any concerns and fears address the sellers specific needs.

It is so fundamentally simple, but most agents overlook listening to their real estate seller leads. The best way to win any listing is to ask targeted questions and listen to their leads’ concerns.

So how can you listen in a way that benefits you?

Give Homework

Giving homework before any listing appointment does four things:

1. Helps identify how serious your real estate seller leads are about listing
2. Shows real estate seller leads your intentionality and that you are listening
3. Provides you with important data
4. Sets the tone for the listing appointment

The best way to deliver the homework is via a signed-for package. Again, this shows your intentionality and your desire to listen. However, depending on your market, an email with a receipt request may work best for you. The key is to make sure the seller lead knows you are aware of the status of the document. Be sure to request that their homework is returned before the listing appointment.

Some key questions to ask in your homework document include:

What is your ideal moving timeframe?
Why are you moving?
Are you moving to a new city or nearby?
What do you like the most about your home?
Are you already under contract for your new home? If so, are there any contingencies in place?
What is your ideal asking price for your home?
Have you looked at other homes for sale in your neighborhood? If so, where did you get the data?
What excites you the most about selling your home?
What parts of the home selling process are you least looking forward to or concerns you?
Are there any other contingencies to your move that I should know about?
Addition questions or notes:

This information will be key to tailoring your listing appointment to best meet your leads’ needs.

Transparency and The Two Key Questions

The two key questions that all real estate seller leads want answered are:

1. “How quickly can you sell my home?”
2. “How much money will I get for my home?”

While you can’t whip out your crystal ball and provide exact numbers, you will need to address these two questions. The best way win listings is to be transparent when answers these two questions.

When addressing “How quickly will you sell my home?” be ready to with detailed market information. Show the trending data in a shiny format (like Area Pulse). Drilling down to neighborhood information is important. Be sure to lay out where the market is and where it is headed. Also, be sure to summarize your closing track record in an easy-to-read format.

This will lead right into the next question, “How much will I get for my home?” The key is to be transparent. Be very detailed and clear about your comps. Share printouts as much as you can. If the seller says someone told them they could get more, tell the seller you would be interested in learning more about where their data came from. Be prepared to explain why figures like Zestimates are inaccurate, too. An educated seller is a smart seller.

On a side note: Never give a seller an exact price. Instead, give a range for the seller to choose from. This gives the seller ownership of the process and does not leave you on the hook if the property doesn’t sell for another reason.

Be sure to tie the two questions together. Homes sell quickly when priced correctly. Explain that most homes should sell in only two-three weeks. The key to selling quickly is to price homes correctly. If overpriced homes go on the market and sit for a while, buyer agents are less likely to bring their clients by. The listing will grow stale and buying agents will know the homeowner has over-inflated expectations. Pricing any listing well at the beginning is important. When it is fresh, listing agents and people browsing online will notice it as a priority listing.

Your Value

Throughout your listing appointment, you should weave the ways you are going to help the seller into the conversation. Don’t be shy about letting real estate seller leads know how you want to help them. This is a great way to show them they will be able to trust you and enjoy working with you. Some of the ways you bring value include:

Your Marketing Plan:

single property sites, virtual tours, open houses, Facebook Live tours, professional photography, drone photography/video, professional staging, MLS listings, your network, sign riders, social media ads, etc.

Lead Generation and Quality:

Including how you will use your professional network, the internet, and your lead contacts to find a buyer. Not only that, but you will filter through under-qualified leads to get homeowners the best price.

Legal Knowledge and Negotiation:

Including your ability to navigate the fine print of contracts and closings to ensure that sellers get the best deal possible. Also, don’t be afraid to talk about your negotiating skills, highlighting a few key past clients if the owner would like to follow up.

Comps and Market Knowledge:

Again, this where an explanation of why sources like Zestimates are inaccurate, help. Explain how you come up with your price ranges and why it is valuable to price a home appropriately when it hits the market. Highlighting your neighborhood knowledge is also a great idea.

Professional Network:

Teamwork makes the dream work. Your local, professional network makes the smoothest selling experience possible. You know the best photographers, mortgage brokers, inspectors, real estate lawyers, etc. in town and you will leverage those relationships to create the best selling experience.

By listening, giving homework, being transparent, answering the key questions, and highlighting your value, it is easy to show real estate seller leads that you the best agent for their listing.

The post How to Win Over Real Estate Seller Leads appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

Ick, seller objections. We hate them, but we all have to deal with them. But, by being prepared for seller objections ahead of time, it easy to convert leads into clients. Here are five of the most common seller objections and how to overcome them:

1. “Another real estate agent thinks I should list my home at a higher price.”

You know this one. The homeowner may not be grounded in reality when it comes to the value of their home. After all, this is where many of their memories were made. You can’t put a price on that.

The problem is, the seller doesn’t realize the huge burden they are putting on themselves and their Realtor by refusing to price their home realistically. A good real estate agent will can use empathy and data to overcome this hurdle and sell the property faster.

Comps Are a Real Estate Agent’s Best Friend

All real estate agents use comps for home valuation, but many agents are not being transparent and clear in the way they explain how they landed on a price point. Providing valuable data about how you arrived at your price point is important. Be sure to explain the high and low ends of your range. Empathy is also important. They may have brought their babies home from the hospital to their home or installed a custom bar with their favorite baseball team’s logo. You know that buyers won’t care, but the homeowners don’t. To a seller, it’s emotional currency.

Example

Your response to one of the most common seller objections should look like this:

“This home is beautiful; I can’t imagine all of the special memories you have made here. There are a lot of other real estate agents who will tell you whatever they think you want to hear. They’ll do anything to get you to sign with them. If you check their listings, you might find they don’t have a lot of closings under their belts.”

“I can see why you would want to list at your ideal price point. But, if your home doesn’t sell, your plans could change dramatically six months down the road. The longer the home sits on the market, the worse it looks to buyers. This will eventually drive the final price of your home to an undervalued amount.”

“I want to get you the best price possible. Can I show you how I arrived at my price range? I really care about getting my clients the best value for their home.”

Ask them to shift their focus to maximum leads and offers rather than a super high price. Cash only, anyone?

2. “Can you reduce your commission?”

Most real estate agents see this one all the time, too. You know your services have value, but plenty of bargain hunters don’t. This is one of the most frustrating seller objections. Negotiating a lower commission will hurt your business in the long run, but some clients will continue to ask.

To avoid this one completely, focus on transparency and the value you provide during the listing appointment. Add a pie chart to your appointment materials with a breakdown of your commission structure. Coming in with a killer marketing strategy is great for derailing this argument, too. Highlight how you plan to market their home and how your industry knowledge sets you apart.

If the objection still comes up, help them feel heard. Let them know you understand their concerns.

Example

“I understand how my rate may seem too high at the beginning of this journey. Let me break down the commission structure into smaller pieces to show you why I can’t agree to a reduced rate.”

“Let’s say you have 20 dollars from this sale, and ten of that would be paid to the buyer’s agent, five goes to the brokerage I work for, and 5 would be left to cover my marketing costs and living expenses. I want you to receive the best market price. I will work my best to achieve that for each of us.”

Remember, sellers need a service that you offer, which they cannot do themselves. This is why highlighting your value during the listing presentation is the best way to overcome this. When homeowners feel that they are in the right hands, their objections should melt away.

You can also point out that just as you don’t negotiate on commission, you will stick to your guns when negotiating the best price possible for their home.

3. “I’m just going to sell it myself.”

It’s no secret that FSBOs are out there. A great analogy would be to compare this to a defendant representing himself in court. It may save money, but the success rate is dismal.

Again, it boils down to representing your value during the listing appointment. You have the marketing plan, the contacts, and contract knowledge to be a huge asset. Don’t be afraid to point out all of these things out. Buying/selling a home is the biggest investment most people will ever make. Don’t sellers want an expert to have their back?

You can explain that most agents prefer to work directly with other agents for the smoothest transactions possible. After an offer is accepted, they will have reams of legal documents to fill and file. This could go on for months.

Example

“Selling your home is important. You have your own lives, jobs, and families. By being a Realtor I provide value to by  _______.”

“Showing your home is only the beginning. Marketing and getting the appropriate paperwork completed, signed, and filed is a huge process. I want to ensure that your deal closes without legal problems.”

You can side with them and agree that saving money by doing an FSBO is a great idea, but only if it didn’t come with the risk of legal problems or time spent on the market.

4. “We can always lower the price, later.”

This is similar to the seller objections in #2. Sellers often want to try to list at a sky-high price and pray that they get it. However, they need to understand what a high price says to buyer agents. Again, comps are your best friend.

Example

“I understand why you want to try this. Your home is valuable and you want the most you can get. I’ve been working in this business for a long time, and I have learned that overpriced properties sit on the market for a long time. When a listing stays on the market, buyers begin to believe there is something wrong with the property. It also signals to other agents that you may be difficult to work with. But worst of all, homes that are overpriced tend to end up selling for under-value at the eventual closing.”

“I want to show you exactly how I landed on this price range. It’s not something I take lightly. My goal is to get you the best price possible.” then show a comp breakdown.

“I want other agents to seriously show your property to their clients. I don’t want them to make warnings or apologies that this could be a slow, complex transaction, that could take many months. Reducing the price later can be a poor option because agents will have moved on.”

Pricing a home at the right level from day one will motivate other agents to show your home with enthusiasm.

5. “We’re going to wait until next spring.”

This is one of the easier seller objections. Creating a sense of urgency is the key to overcoming this roadblock. This is why being a market expert is critical. At any given moment you should be ready to tell a lead why they need to sell, now.

Example

Ask clients questions first, “Do you know the benefits of selling in [insert season]? Do you have a timeframe of when you need to be moved by?” Doing recon first will help you overcome their objections.

Tailor your answer to the timing of the situation. Low inventory is a great key for winter sellers. Market saturation is a spring problem. Tell them why you think their home will sell quickly during this specific time of year. Rent-back options are also a great idea to cover.

By creating a sense of urgency, home sellers feel like they will miss out if they don’t list now.

Final Thoughts on Seller Objections

Always remember to genuinely listen to your client’s concerns. They may be coming from an emotional place, and that is precisely why they hired you. You know the ins and outs of the industry and are prepared to make the their selling process go smoothly.

The more justified and comfortable you make sellers feel in your presence, the more they will look to you for guidance and trust your judgment.

They key to overcoming seller objections is building a trusting relationship. Selling a home is a really big financial and emotional decision. People want reassurance. Imagine how a doctor reassures a patient before a big surgery. If you can respond calmly to seller concerns, you will establish yourself as a real estate authority. Building trust takes time, and as you prepare to thoughtful responses to these seller objections, the listings will follow.

The post 5 Seller Objections and How to Win Every Listing appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.