What Sellers Want in A Real Estate Agent

According to data collected by the NAR, the top five things sellers want in a real estate agent is help:

1. marketing their home to potential buyers (20%)
2. pricing home competitively (20%)
3. selling the home within a specific time frame (19%)
4. finding a buyer for home (14%)
5. finding ways to fix up home to sell it for more (14%)

Help marketing their home to potential buyers (20%) 

There are two services that sellers want most in a real estate agent. They are marketing a seller’s home and pricing their home for sale. According to the NAR, 20% of sellers most want a real estate agent who will market their home to buyers.

Listing agents who want to get more clients should focus on creating a stellar marketing plan. The best way to do this is by answering the questions home sellers will most often ask. These include:

• What online channels will me home be shared on (Zillow, MLS, Social Media, etc.)?
• How will the real estate agent make my home stand out from the thousands of listings online (Single Property Sites, media used, target ads, etc.)?
• Which forms of media will be used to promote my home (Professional photos, floor plans, virtual tours, etc.)?
• How will my home be promoted locally (open house, sign riders, etc.)?
• How will the real estate agent’s professional network be leveraged to promote my home?

Since marketing skills are the most important thing sellers want in a real estate agent, making a stellar marketing plan should be #1 priority.

Help Price Home Competitively (20%) 

Pricing homes competitively is just as important to sellers (20%) as having a solid marketing plan. Sellers want an agent who will list their home at the right price. But, giving sellers the best listing price possible isn’t good enough. Sellers want a real estate agent who will show them exactly how they decided on the listing price.

In a world of inaccurate Zestimates, real estate agents need to be incredibly honest and open about how comps are acquired and how listing prices are decided on. Sellers love printouts and explanations of detailed comps. 

Real estate agents should view themselves as educators. Home sellers need agents to teach them about the best price for their home and how that price is determined.

Help Selling a Home Within a Specific Time Frame (19%) 

Real estate agents have a great opportunity to help calm a seller’s anxiety and get new clients, by emphasizing a commitment to selling homes within a specific time frame. With job changes, expanding families, and other relocation needs, many sellers become nervous and frustrated when thinking about their time frame needs.

A seller’s fear and frustration are a huge opportunity for real estate agents. Presenting a track record of previous sales, past client testimonials, and emphasizing how the marketing plan and listing price are important to selling quickly are important.

Help Find a Buyer for Home (14%)

Fourteen percent of sellers most want an agent that will help them find a buyer. This need ties directly into a real estate agent’s marketing plan. And, highlighting the real estate agent’s professional network is a must.

The listing agent should also highlight their ability to find the right buyer for a seller’s home. Talking about qualifying buyer leads is important. Not only will the real estate agent find a buyer, but one who is financially secure, is going to make it to closing,  and who is not asking for an outrageous price cut.

Help Find Ways to Fix Up Home to Sell it For More (14%) 

It’s not a surprise that many home sellers want to increase the asking price of their home. And while this can cause headaches for agents, what many sellers actually want is help and guidance fixing up their homes to sell for more.

When presenting a fair listing price and comps, part of the conversation often turns to increase the listing price. No surprises here! But agents should be ready with a list of data-backed home improvement options to increase the sales price. Having the name of a few good contractors on hand is also a great idea.

What Sellers Want in a Real Estate Agent

While many real estate agents focus on their negotiating skills, their brokerage’s reputation, or other strengths, the truth is, we have data on what sellers want in a real estate agent. A strong marketing plan, a competitive listing price, help selling their home quickly, finding a buyer, and advice on home improvements is what sellers actually want most. Above all, agents who focus on these needs and marketing toward those needs will see the highest pay-offs.

The post What Sellers Want in A Real Estate Agent appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

With 50% of buyers finding their homes online and a sea of online listings, floor plans stand out to buyers. Additionally, they close faster and impress sellers, too! The #1 thing sellers look for in an agent is a great marketing plan, and floor plans are an important piece of that plan.

What Counts as a Floor Plan? 

With so many marketing real estate tools online, the lines between products and services are constantly getting blurred. Is it a virtual tour, a 2-D drawing, a 3-D rendering or something else, entirely?

Most simply: a real estate floor plan is a 2-D blueprint of a home. It is usually a black-and-white .j-peg image featuring a home’s dimensions and visual spacing.

Floor Plans Beat Out Popular Real Estate Listing Tools 

These simple, black and white .jpeg images are beating out fancy tech across the board. It is surprising to many real estate agents, but the effectiveness and helpfulness of floor plans beat out:

• Virtual Tours
• Drone Photography
• Drone Video
• And even Realtor Contact Info

Many agents are spending hundreds a month on virtual tour software and drone services, but floorplans are actually way more helpful for finding a buyer.

Why Floorplans Matter to Sellers 

Sellers are usually buyers, too. They have been spending countless hours scouring the internet to find their next home. During that time, many sellers have come to form their own opinions on what makes a good listing. The NAR data that applies to buyers applies to sellers also, since they are most often buying another home, too.

But floor plans are rarely ever featured during the marketing portion of listing presentations. This is a missed opportunity for agents to win listings. As we have covered in the past, data shows that the most effective online real estate marketing features stunning photographs, strong property descriptions, and helpful floor plans.

Creating Floor Plans Easily Online 

The good news is, there are tons of easy, cost-effective ways to create floor plans for real estate marketing online. Below, we have gathered the best options at various price points.

SmartDraw  

SmartDraw is the easiest and most cost-effective option. For only 9.99/mo real estate agents can create beautiful 2-D floor plans and even add virtual staging. Smart Draw’s integration with G-Suite and Microsoft Office make it perfectly tailored to fit real estate life.

RoomSketcher 

RoomSketcher creates beautiful 2-D renderings of properties for $49/yr. This floor plan maker is a hidden gem because they offer creation services for agents. Their team will create 2-D floor plans, 3-D floor plans, and virtual tours all-in-one, for agents. It is a huge timesaver.

SketchUp 

SketchUp is by far one of the easiest floor plan tools to learn. It also allows for simple 2D floor plans and for 3D floor plans, too. It’s price point of $399/yr may be off-putting to some agents, but for agents looking for a floor plan tool that is insanely easy to use, this is one to use.

Showcasing Floor Plans Online 

After creating floor plans for real estate marketing, agents can easily show them off with the rest of their marketing materials. Single Property Sites are one of the best ways to showcase floor plans during a listing presentation.

Floor Plans for Real Estate Marketing 

Floor plans are often overlooked as real estate marketing tools. But the data shows that floor plans are actually one of the most effective and helpful features of an online listing. There are plenty of tools available to easily creating floor plans as well as tools for winning listings with them, too.

The post Floor Plans for Real Estate Marketing: Why are so many real estate agents missing out? appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

The internet is full of articles about how real estate photographers can get the most money possible for their services. But little has been reported about how much real estate agents should be paying for listing photography. We know how critical photographs are to helping agents win and selling listings. So, we did the digging, looked at the local markets, and found out the truth about real estate photography pricing.

Why is Real Estate Photography Important?

Sell Homes Faster and for More

Rismedia recently reported: 

Listings with high-quality photos sell 32 percent faster.

Listings with more photos sell faster.  A home with one photo spends an average of 70 days on the market, but a home with 20 photos spends 32 days on the market.

For listings in the $200,000 to $1 million range, those that include high-quality photography in their listings sell for $3,000-$11,000 more.

Impress Sellers and Get More Listings

But most importantly, photos are important to home sellers. According to the NAR, The number one service home sellers look for in a real estate agent, is someone with a great marketing strategy. Photos are a huge piece of that marketing strategy.

Incorporating beautiful and appropriate photographs in marketing materials can really help a listing agent to make their marketing services and expertise tangible to sellers. Showcasing the best photos alongside floorplans, virtual tours, and videos with services like Single Property Sites is one of the best ways agents can show their marketing strengths.

What is Average Real Estate Photography Pricing?

The average price for real estate photography is between $100 and $350.  This price can vary slightly by region and by property size. This price should include 1-3 hours of photography time, at least 25 edited images, a quick turnaround time, and images that don’t require reformatting for the MLS or across social media. Copyright for each photo should fall to the agent for commercial use.

Real Estate Photography Pricing by Region

West: Denver

Hot Shot Pros focuses solely on high-end real estate photography. They offer an array of packages, but the most popular, MLS-specific package is $195 and includes 35+ edited photos, home tour, Youtube video, and interactive floorplan. Springing for a luxury listing package only costs $250.

South: Miami

iUSE Photography is Miami’s premier real estate photography company. They offer a blue sky guarantee on all their photos with tons of a la carte pricing options. Their best is their $249 twilight package which includes 24 photos and 1 twilight photo. The best part is their quick turnaround time with next day delivery.

East Coast: Washington DC

Northern Virginia Real Estate Photography is one of DC’s most trusted real estate photography studios. Their standard package is $300 for 30 edited images and includes a virtual tour. They have multiple awards from Houzz and offer drone services, too.

West Coast: Portland

Tim Sadle Photography has had agents singing his praises for years. Seriously, check him out on Yelp! His photos are stunning and his packages are very well priced. For $135 real estate agents get a full package with 15-35 interior and exterior photos with professional editing. All photos come pre-formatted for the RMLS.

Southwest: Dallas

Capture 2 Sell is an all-in-one listing stop for real estate agents. Capture 2 Sell offers traditional photography, videos, drone photography/video, and Matterport virtual tours. Their drone and standard photography package runs at $260, and additional products like Matterport and videos can be added on.

How to choose a real estate photographer

Choosing a real estate photographer is one of the most important services an agent will choose.

When picking for a real estate photographer, it is important to look for:

Binding Contracts

Many photographers have contracts designed to protect themselves and their clients. Real estate agents should never hire a photographer who does not offer signed contracts. They can skip town with an agent’s payment before delivering any photos.

Golden Hour Photographs

Taking real estate photos during dawn or dusk can set a listing apart from everything else on the market. Agents should look for a photographer who specializes in using natural light and takes “golden hour” photos at dawn or dusk. These photos wow both sellers and buyers alike.

Real Estate Only

Many aspiring photographers will try to brand themselves a jack of all trades by offering engagement photos, family portraits, pet photos, and real estate photography. Even though an agent may be attracted by a lower price point, Realtors should steer clear. Taking listing photos and taking family photos require two different skill sets. It would be like asking a dentist to operate on a hand, simply because they are a doctor.

Delivery Method & Post Production

Real estate agents should also be aware of how their photos will be delivered. Some real estate photographers offer flash drives, some offer disks, while others send the files securely online. For the easiest use, direct download is best. The best real estate photographers also use post-production filters, editing, and touch-ups using programs like Adobe Lightroom.

Real Estate Photography Pricing

Finding a good real estate photographer should cost no more than $100-$350 per listing. Choosing a good photographer is important because photography impresses sellers, sells homes more quickly, and makes an agent’s job easier. Being mindful of contracts, post-production, when a photographer takes their photos, and their area of expertise all play a part in choosing the right real estate photographer.

The post Real Estate Photography Pricing: How Much Should Agents be Paying? appeared first on Real Estate Marketing and Property Marketing Blog by Single Property Sites.

When a real estate agent lands a listing presentation, it should be a guarantee that they will get the listing. The last hoop to jump through is the listing presentation, and it should be super easy. Luckily, the NAR has done all the research on what sellers want most from their real estate agents. The best listing presentation is backed by this data. By focusing on what home sellers want statistically, real estate agents are winning every listing.

#1. Market Home to Potential Buyers

The NAR’s 2018 Profile of Home Buyers and Sellers reported that there were two services that home seller’s wanted most of all. 20% of all home sellers wanted a real estate agent who could market their home to potential buyers. This was the most important thing they looked for in an agent.

This (and helping competitively price the home) should be the main focus of the listing appointment. There are many ways that agents can focus on the marketing portion of their presentation. These include:

• Showing research-backed data on how to create the most effective MLS listings (with examples).
• A video testimonial from a satisfied previous seller
• Sharing an example of  Single Property Sites listing websites, that were designed specifically to win listings. They impress buyers with custom URLs, stunning photo, video, virtual tour, and panorama capabilities. And details on listings that the MLS simply doesn’t support.
• Staging, Photography, and Video before and after examples
• Sharing multimedia examples of virtual tours and video
• Explaining online/social media promotional strategy
• Explaining how open houses, sign riders, and other marketing materials will be used

#2. Help Price Home Competitively

Helping price a home competitively is just as important to sellers as a solid marketing plan. 20% of all home sellers said that the most important thing they wanted from a Realtor was help pricing their home competitively. This topic can be a source of headaches for agents due to Zestimates and unrealistic expectations. However real estate agents should not minimize this conversation.

Sellers want their agent to be transparent when pricing a home. Agents should be prepared to give home sellers detailed comp material. Sellers should know where the comps came from, what homes of their model have historically sold for in their neighborhood, and be given detailed analytics on the current market.

Above all, Realtors should focus on educating and empowering sellers. This is an opportunity for agents to position themselves as industry leads and to show sellers what a realistic price point is. The best listing presentation teaches a seller about the best price for their home.

#3. Help Sell in a Specific Timeframe

Selling in a specific timeframe is the third most service to sellers. 19% of home sellers say this is the number one thing they look for in a real estate agent. It is a perfect segway from the pricepoint conversation because as we all know, pricing a home is very important to selling quickly.

Marketing a home and choosing an appropriate price should inform the selling timeframe. Agents should:

• Share timeframe data from past sales
• Share timeframe data on the current market
• Highlight their marketing plan, again
• Discuss how properly pricing home can impact the timeframe
• Highlight their network group

#4. Help Find a Buyer

14% of sellers feel that help finding a buyer is the most important service agents offer. Many home sellers are unaware of the professional network that most agents have developed. Agents should demonstrate how a professional network of Realtors can help find a buyer. Open houses and the marketing plan should also be touched on again.

Historically, home sellers want to know a real estate agents track record looks like. By sharing how and when past homebuyers found previous listings, trust is built.

#5. Help Seller Fix Home to Sell it for More

14% of home sellers think the most important thing a real estate agent can do for them is helping them fix up their home to get a better price. Sharing staging ideas while doing a walk-through is an easy way to show off your services.

But, before offering up a ton of unsolicited ideas on home improvements, agents should be sure to ask the seller if they are looking to make any changes or if they want to sell as-is. This will guide the conversation. Presenting data-backed research on the biggest ROI improvements is the best idea.

The Best Listing Presentation Backed by Research

The best listing presentation is the one that is backed by research. The NAR has done the research and we know exactly what home sellers want most in a real estate agent. Real estate agents can win every listing by helping home sellers market their home, price their home competitively, find a buyer, and fix their home to sell for more. Agents that are transparent, offer data and their own sales history, and present a strong marketing plan will win every listing.

The post The Best Listing Presentation Backed By Research 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.