I love listings! Nothing can really change my mind. Through the years my questions have evolved. One thing is certain I have to know my product, I have to believe in my product and just like the consumer I need to see value to bring value to the table.
So when you take a look at the value sometimes you have to go back.... go back to when they first purchased the property. A few things to question when you are on a listing appointment:
1. Do you ask for your customers past closing docs? I do, is there a prepayment penalty on their current loan? Are there clauses in their mortgage that may be unique and costly to them now? Did they obtain some type of down payment assistance and will selling now effect their bottom line? Sometimes the original information is important in today's sale because an error occurred or something is not recorded or records not updated.
2. Do you inspect the house prior to listing? I know we aren't inspectors but do you point out the obvious such as functional items that need repaired. I test all the appliances, test the ac, check for leaky pipes, look at the roof, etc. When I say test I clearly mean its working but fully functional Nope, I don't know. I make it clear this is for my own purposes and not a home inspection. Because before I leave, they get a to do list. If I have to come back for the listing..sometimes its worth the wait.
3. Do you listen to the customer? Who is filled with emotion? Who makes the decisions? Are they analytical? Are they visual? Long winded? Short Attention Span? Argumentative? Demanding? Know who you are dealing with. This may sound strange or even cold but you have to understand this in order to communicate to the best of your ability.
4. Do you recommend a pre-listing inspection? An appraisal? Stager? These are things to mention to every real estate seller, it may make a difference in selling the property vs. you just listing it.
5. If they are relocating do you offer? A referral to another agent? Mortgage Pre-qualification to make sure they can buy when they move? Lowe's REALTOR discounts?
These are just a few additional things that I question..to see a full list check out one of my older posts, who knows maybe you have a few more questions to add to the list.
Ask more questions..Sell more real estate!
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This is a great post! And shows that you are more interested in providing full service to your clients than just getting them to sign the listing agreement. I wish more agents thought like that. And I do see a couple of things I should add to my usual checklist. Thanks!
we do a lot, but mostly these days theres little list presentation involved. blog customers come in w trust established. love that. we do ask all the questions though, and listening is the most important of all.
best
I Love Listings too! I have represented Sellers vs. Buyers 50 to 1. Your post is great advice for those who just go in with the "sign on the dotted line" mentality.
The inspecting of the home is critical. It is in their best interest to properly prepare the home for sale. If thehome shows its best, they will sell faster and for more money.
Asking for docs from when they bought can be quite helpful.
Great post Midori, if people set up systems for some of these it makes life easier.
All the best
Excellent training teach.
Midori - Thanks for reminding us of all those things tah we need to do. I need to make sure to ask for their past closing docs.
Midori,
Looking at past closing docs can reveal something that will have an impact on the pending sale and the homeowner may have no idea about that. You are very thorough, and professional, in doing that.