We see 3 common objectives with the majority of our home sellers: Sell quickly, sell for max value, and sell in an organized fashion. It’s the selling trifecta. Yet while these are the basis for most home sales, it would be a mistake to assume that all — or even one — of these objectives is most important to a specific home seller. Therefore we ASK our sellers to let us know their #1 home selling objective. Whether it’s one of the 3 common objectives, or something else entirely, if we don’t ask there’s just no way we can truly help a seller achieve their real estate goals. After determining a seller’s #1 home selling objective then we can dive into the other important factors in selling a home.
One of the critical factors in selling a home is showing condition of the property. This is something that in most cases a seller can control and we’re able to suggest repairs, updating and staging that can help sellers maximize the financial return on their real estate investment. With buyers frequently doubling the estimated costs of deferred maintenance and repairs that would need addressed after closing, it almost always makes senses for a seller to consider making essential repairs, updating and staging efforts prior to going on the market. With the experience of 1,000+ area home sales, I’m on top of the latest trends and able to provide sellers valuable free insight into what buyers are looking for in the price range. Should a home stager need brought in, I’m connected with the best stagers in the area. I also understand that some selling situations simply don’t involve the ability — time, financial means or interest — to implement such recommendations… And that’s OK.
Another factor we discuss is marketing of the home. My group has a system in place to effectively market a property in today’s real estate market and we follow our plan to T. We’re constantly monitoring what is working in today’s real estate market and we’re always prepared to make necessary adjustments that ensure we’re on top of the most effective means of marketing a home. I will never be the type of agent who just puts a sign in the yard and hopes for the best. There’s much more to selling a home than that and it’s my goal to exceed client expectations in getting the word out to buyers and buyer’s agents.
Communication is an often overlooked trait and poor communication is something that can really cause problems. If communication is weak in the early stages, it’s unlikely to get better later in the process. Real estate is ever-changing and there’s critical communication that needs to happen between a listing agent and seller. Without clear communication, how can a seller know what’s being done to market the home? How showings are going? How feedback is going? How the real estate market is doing? Does pricing need evaluated further? What are the recommended next steps? I have clients tell me all the time that they’ve never worked with an agent with clearer or as frequent communication. It’s my goal to head something off before it becomes a problem or explain something before my client has the need to ask about it. And this direct communication with my sellers is something that most other large real estate groups instead have an assistant handle. I handle all communication directly with our sellers every step of the way.
Home pricing is the selling factor that typically trumps all other aspects of the selling process. In most cases, there’s little that marketing, organization or a seller’s objectives can do to overcome a severely overpriced home. So it’s vital for a listing agent and seller to have a candid conversation about pricing before a home goes on the market, and then at regular intervals thereafter if a home hasn’t gone under contract. In most cases, it’s possible to provide a seller with a detailed market assessment, factoring in property location and property condition, and to provide a likely sales price range… Along with providing a seller the likely expected outcomes at different price points, time intervals, etc.
When you schedule me to come to your home, you can count on me going over the 4 primary selling objectives: How to sell quickly, how to sell for max value, how to sell in an organized fashion, and to ask… What’s YOUR #1 home selling objective?
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Posted by Jason Brown
