You must first motivate yourself before you can motivate others. You must use your years of experience to perfect what comes out of your mouth. You must be firm and straight forward with buyers and sellers. Keep in mind that you are an educator and not everyone knows how to go about selling or buying. That includes buyers who are doing 1031 exchanges. Do not assume that because they tell you that they have been buying and selling for years that they know everything.
When you walk into a home for the first time to possibly attain a house listing, you are literally on stage performing, so impress the hell out of the owners. Discuss your comps with conviction. You are in charge not the homeowners. You must take charge and let them know what has been sold, the prices they sold at. And what is currently on the market at what asking prices. You can not let them dictate to you.
Discuss with them what will be their approximate closing costs when they sell their home. Most agents do not, so if they call anyone else for an opinion you will stand out in their minds. If you do not know about homeowner’s closing costs speak to your broker or attorney you may know about them.
Remember they do not know you, so you must melt the ice with them, show that your are knowledgeable, and professional. And lastly do not be one of thousands who say the same pitch over and over like a broken record. That is, ‘we can put your home on Multiple Listing so that thousands of agents can sell your home.’
Always try and sell the home yourself, have an open house or two, and keep more of the commission. Many homeowners hear thousands of agents will try and sell your home and think of the parade of agents coming through their homes while their neighbors are watching. Be different and unique. Show your confidence.
My 40 years of experience has helped many sellers, buyers, and agents over the years. Good Luck and sell a Home today!
JIM TURANO/BROKER-DIVERSE REAL ESTATE 1-347-837-9206
73-12 METROPOLITAN AVENUE, MIDDLE VILLAGE, NY 11379