This afternoon I met with an owner who had been trying to sell his house for about two months - at a neighborhood quarterly meeting this week he asked me to come over this weekend. We talked, adjusted the price, discussed the market, and he decided he'd like me to list his home, and I decided I'd like to.
Usually I ask why someone chose me - this time I didn't. The owner was in my farm area, so I felt it was because of my visibility, my strong market share, that I've sold many more homes here than anyone else, because of my marketing and negotiating skills, and reputation in the area. This time, the owner asked - would you like to know why I called you to list my home? Yes, I would. Because when I put my sign up, you were the first agent to call me. Now, I hadn't gone to see his house, and I hadn't followed up in two months - but I was the first to call him.
Sometimes we take things for granted. Sometimes we miss the very basic things. I had called him the day his sign went up because I need to know my market - what's for sale, the price, the amenities. I didn't call him to pursue his listing. But I was the first to call him.
We know that internet leads usually work with the first agent who contacts them back. Have we considered that in the non-internet world it may be the same?
He added that the call alone wouldn't have convinced him to list with me - he did need to check me out, before AND after he met with me. So you have to back up that first impression - but the first call got the first opportunity, and it stopped there.
Even when you think you know the answer - you should ask.
Sharon~
Did you need to check the Do Not Call List before you called...?
When gathering information on following up, it is apparent that all potential buyers and sellers are looking for instant gratification. Keeping some type of system for follow up - no matter if it is a program that you design yourself or purchase of software that reminds you to make these follow ups.
Everyone expects that the type of follow up you do prior to the listing will be the follow up you will give prospective buyers. All of us are guilty of not doing our follow up and prospecting each day.
Sharon, great one to share :) thanks for sharing your experience., keep the good work !
That's interesting. I guess people like seeing professionals in action and do take notice. I wonder if he would have still picked you if your initial call was about trying to list his home?
Sharon,
Thanks for sharing that story..sometimes I have been in those simular situations.
Sharon,
I guess we could say you did your due diligence. Glad you asked him about the selection process. Good luck with the sale.
Hi Sharon...
I agree with you of course. This runs along the lines of ... "ask not - want not".
As far as I'm concerned FSBO's are listings waiting to happen. I've always found that they tend to be the easiest to get along with as well. By the time they are done doing all the work by themselves they are quite ready for the assistance of a Real Estate Professional.
P.S. Please give your hubby a hug for me :)
TLW...ROAR!
Sharon,
Thanks for sharing your FSBO experience! We do need to remember to ask clients why they chose us to list their home. And thank you for reminding me that even when I think I know the answer, I need to ask!
Good luck!
Linda Schulte
Good post Sharon. Theres good information there, whether people read it or not. And this doesn't only apply to the real-estate world. Many people overlook the small things that they do. If you have ever read "Don't Sweat the Small Things", forget it, because its the small things that we do for our customers that matter.
Someone should write a book called "Don't Forget the Small Things".
Good luck.
www.sugarlandrelocation.com
Sharon.
Great reminder to us all. Small things can lead to big things. Another aspect that might have caught the seller's attention was that when you first called, you didn't pursue the listing of the house. You just wanted to update your market knowledge and this could've convinced him to turn to you later on if the house didn't sell. The other callers probably used a different tactic.
Endea - that makes sense. I'll often send a referral by e-mail (specifically, I'll send an e-mail saying that I have a referral) and if I don't get a response in a day, I'll go on to the next.
Julie - you're right, of course. In this case, the property was overpriced and the 1% offered was not of interest. With a two year inventory, I just chose not to pursue.
Roberta - yes, indeed.
Sally - as you point out, it's a good strategy for potential listings as well as my main reason, to know what's happening. If I DID have a client who wanted what he had, at that price, then I would have gone to preview.
Randy - yes, it's a good feeling. Often it's the opening of the door that counts - as long as you can back it up when they check you out.
Mary - as you say, it's all to easy to forget - or ignore - the basics.
Laurie - Yes! People will keep things that impress them - even for years.
Ray - you're welcome. It's by sharing that we can all keep from making the same mistakes - or having the same lengthy learning curve.
Maggie - I don't pursue FSBOs as a strategy, but when they're in a target market area, I need to know everything that's going on.
Tim - of course I don't know, but I imagine he would have - I think he was checking how aggressive and/or on top of the market various agents were.
Missy - it's most important if you're farming or concentrating on a particular area.
Neal - it's nice to know we have similar experiences.
Jennifer - it seems that we're both "soft sell".
Christy - Thanks! Sometimes it's better to be the pursuee than the pursuer.
Teri - it's been nearly 24 hours since I've been back, and I was pleased and surprised to see both a star and dozens of comments. I'm answering all of those before blogging or commenting on other posts, since I appreciate the comments. Thanks for noticing.
Diane - knowledge is power. I always want to know why - why they called, why they chose me or didn't choose me, which ads bring responses, what search terms someone used, etc.
TLW - nice to hear from you. Most FSBOs do list, especially now. The key is whether they're in an area or price range that you want to list. Hubby sends a hug back - and a pat....
Linda - thanks! Often it's not what we don't know that's the problem, it's what we think we know, but don't.
Abraham - thanks. I think people want to know whether we're on the ball or asleep.
Christopher and Bernadette - you're so right. The little things matter a great deal.
Esko - I think you're right. I wasn't a vulture, I was a professional.
Thank you all for your comments, and thanks for the feature!
It's all about bu ilding rapport to me, if I could only get myself to call fsbo's consistantly.
What a gal you are for responding to everyone. Thanks
Gary - thanks. In this market, the key is selling the listings, not just having them. Another of my listings in my farm will close 6/18, so that will be good.
Michael - you're right. Rapport is the key. I do try to respond to all comments - common courtesy and decency, without even counting the dialogue that it's nice to have. I appreciate people commenting on my posts, and if I ignore their comments, well, too bad for me. Would I ignore your referrals as well? My responses may not be as timely as some would like, but I do make them, as I think they're very important.
I've had clients tell me that they list with me because:
Good post. If a client doesn't volunteer the "why" sometimes I ask.
Sharon, this is the perfect post. As a broker, I've recently been trying to get my staff to go after FSBO's with a little more passion and this post might be what they need to realize that the early bird sometimes does get the worm.
Sharon, What a lucky seller to have you for their agent! Hope this home sells quickly and the transaction goes smoothly! Congratulations on a well deserved featured post!
Ryan - thanks. It's easy to forget the basics.
Phil - hope this gets your staff to be more successful.
Margaret - it's always good to hear from you. My sellers are as lucky as your sellers! Hope all is going well for you and your husband!
Sharon.... late to the party, but a great reminder. It usually is the little things. thanks for sharing.