Why would someone use a new Agent?

Here are my reasons:

A new/Good Agent is so afraid of making a mistake, they will go above and beyond what is necessary.
A new/Good Agent will spend a lot more time on each prospective buyer or seller
A new/Good Agent is not "jaded" and will come to each transaction with an open mind
A new/Good Agent knows he/she has to produce and will try harder
A new/Good Agent will pay attention to everything that is going on in the Real Estate world
A new/Good Agent can be as knowledgeable simply through life experience, education, family ties, etc.

www.LagretRealEstate.com


"Is there a trick to determining when a seller is just wasting your time...?"

Very simple. Start doing a a 2-step listing approach. The first appointment is merely to preview their property with one of the owners and make a few measurements so that you can more accurately do your CMA for them - (and that is what you tell them to get this preview appointment). "Gee, Mr. Johnson... in order to do a professional market analysis for you, I would like to stop by sometime in the daylight to preview both the inside and the outside of your property with you. This should only take about 15 minutes or so. Would this afternoon at 4 or 4:30 be more convenient?"

Only take a legal pad notebook and your tape measure - no brochures or listing materials at all. This is NOT The Listing Presentation, so don't get trapped into giving one! You are merely there to preview the house. You shouldn't be there for more than about 15-20 minutes. In actuality, you are there to see the house, measure it up, note all of it's features and begin to start filling out your listing agreement in advance of the 2nd appointment - the real listing presentation.

Now there are several key question to ask at this "preview" visit as you are walking through the property with one of the owners. Try to make these part of the overall conversation, and not a "grilling" of the owner on the spot.


1. "Gee, have you folks ever sold a home before?" (If yes, go to #2)

2. "Did you do it yourself or did you use a professional?" (If yes, they used a professional, go to #3)

3. "Did you run into any difficulties?" (This will help you write your script for your listing presentation where you show you will be different than the last agent they used who goofed up.)


4. "You know, you've done such a lovely job with your home, why would you ever consider moving?" (To find out motivation)

5. "How do you feel about making this move?" (You are not just listing houses. You are listing people! So understand what is behind the "move". Is it a happy one - moving back to where they came from or wanting to move up to something nicer? Is it an unhappy one - a divorce, an unexpected transfer to a city they don't care about?)

6. "Do you have some idea of what you would like to ask for your property?" (Now, don't faint when they answer and try to stay as straight faced as possible. That is one reason why I don't research the property before going, so that my body language doesn't give me away when they answer. I don't want to be thinking, "You have to be out of your minds!" Ha!)

7. "Now I have some considerable research to do to perform a CMA for you. It should take me several hours... so when should I come back to show my market analysis to you and your spouse? (They both have to be there - it takes both of them to sign the listing and you are going to get it!) Would tomorrow evening or the next evening be better? 7 or 7:30?" So now make your appointment for the actual listing presentation before you leave.

If the seller tries to trap you into giving your listing presentation right there on the spot, DON'T! Don't talk about brokerage fees or how you market a property or anything at all. Just look at your watch and say, "Gee, I would love to go into that fully with you, but I have another appointment. I'll be happy to cover all of that with you when I come back with my market analysis tomorrow evening. We can have an open-ended discussion at that time where I'll be happy to answer all of your questions. How does that sound?" And now Beat It!

The advantage to you of this 2-step approach -

1. You have now previewed the property and seen it's overall condition and features so that you can accurately compare it to the comparables in your CMA. No surprises here!

2. You have uncovered their motivation - being transferred very soon OR if someone will give them an price higher than any other seller in the neighborhood has ever gotten, they might just take it because they have been thinking about retiring out of the area - but they're in no hurry. ;-)

3. You know if you are dealing with the "professional" FSBO, who has done it before and is merely trying to pick your brain.

4. You will find that you now have much greater control over your presentations and your CMA's will be better because you know what you are really comparing.

Lastly, in doing your CMA, be sure to preview the "currents" that you use. Every seller has done a "garbage" CMA in advance of having you over... by calling on For Sale signs and Sold signs in the area. But rarely have they been inside those houses. So you must know about those properties by previewing them to successfully compare them to the sellers and to be able to tell your seller why these are better or worse than their house to accurately arrive at the right asking price. This will help keep you from over-pricing your listing.

Gee... a quick class in how to successfully list a property. Ha! Hope that helps.