Selling Soulfully with Jennifer Allan

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How to Wow Your Seller - the Favorit-est Tips!

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Last Thursday we did a little show in the SWS Virtual Studio called "How to Wow Your Seller" where Susan Haughton and I discussed various things a listing agent can do to ensure that her seller clients are talking about her behind her back, letting everyone they know how thrilled they are with the service they're receiving. At the end of the show, we asked the audience to share their Favorit-est Tips and below are the results of that survey.  

But first, know that your sellers aren't going to be "wow'ed" by a big flashy display or expensive closing gift. No, wowing your seller (or your buyer for that matter) is far more a function of the Total Client Experience - how satisfied they are in the day-to-day with your communication, your attention and your expertise. If your client is less-than-wow'ed with you during your transaction together, no Flashy Wow or Fancy Closing Gift will change that.

My point is that the Favorit-est Tips you will read about might seem kind of mundane, even ordinary, but I promise you, if you do these things for your seller, you'll blow away most of your competition because they AREN'T doing them!!

So... without further adieu... How to Wow Your Seller: The Favorit-est Tips

Favorit-est Tip #1 (by far): Contact the seller every day for the first ten days of the listing. While putting a sign in a yard may be just another day at the office to you, it's a Big Deal to your sellers and they want to feel that you care as much as they do about your new listing. The best way to let them know this is to be in frequent communication about all the things you're doing and what's happening so they know they're Always On Your Mind. This is really easy to do since there ARE a lot of things going on in those first ten days! 

Favorit-est Tip #2: Ask your seller for feedback on how you're doing. That this tip was so popular surprised me. But yeah, a few weeks into the listing (after you've been showering them with attention the first ten days!), just ask your sellers if they're satisfied with your service. I think I'd fall over in a faint if a real estate agent ever asked me that! 

Favorit-est Tip #3: Give the seller a Market Snapshot when their home goes on the market. A "Market Snapshot" is a list of the current competition for your listing - aka the other homes on the market competing with yours. Every few weeks, update this report with a "State of the Market" report, detailing recent activity such as new listings, price reductions, homes under contract and withdrawn, etc. 

Favorit-est Tip #4: Preview any new competition as it comes on the market and share your findings with the seller. Keep an eye on the market activity surrounding your listing and preview any new listing that comes up. This gives you a great excuse to contact your seller with feedback and keeps you up-to-date on the market activity in the area. Win/win!

Favorit-est Tip #4a: Offer to take your seller out to preview the competition for their home. 

Favorit-est Tip #5: Provide the seller with a Calendar of Events detailing what will be happening during the listing period, as well as during the Contract-to-Closing period

Other Tips: Provide prompt feedback after an Open House, send the seller links to your online advertising, prepare a thorough CMA and be able to intelligently discuss the data within it, prepare a new CMA every six weeks, use "we," "our," and "let's" when discussing strategy. 

If you'd like to hear the entire show, you can find it at Club SWS or at the SWS Bookstore

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Here is a short survey about the things a real estate agent can do to make sure his or her seller knows he or she cares! If you have a few minutes.... just click this link to participate - http://survey.constantcontact.com/survey/a07e7km90vrhh7rmfut/start 

 

 

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

Comment balloon 65 commentsJennifer Allan-Hagedorn • May 13 2013 05:38AM

Comments

Good morning Jennifer,

Excellent tips on wowing your sellers! Many of them I do but never thought to ask them at the 2 week mark how I'm doing? Genius!! I'm going to try it!

Posted by Dorie Dillard CRS GRI ABR, Serving Buyers & Sellers in NW Austin Real Estate (Coldwell Banker United Realtors® ~ 512.750.6899) over 6 years ago

That was a great call, Jennifer - thanks for the tips!  Any chance you recorded the webinar?  :)

Posted by Kerry Lucasse, Your Urban Nest Atlanta Real Estate Consultant (eXp Realty - Urban Nest Real Estate Group) over 6 years ago

Kerry - all shows are recorded and provided at Club SWS (www.ClubSWS.info), but not publicly. It was a great show, wasn't it?! 

Dorie - please do! Not only will your sellers be happy with you, but you'll create a much stronger relationship with them.

Valerie - I'm glad you think so! 

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) over 6 years ago

Jennifer, thanks for posting these tips! I was so bummed to miss the call due to scheduling, but these are some fabulous take-aways!

Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) over 6 years ago

These are all great tips! Sellers will feel more appreciated! Thanks for sharing.

Randy Bocook Team 

Posted by Randy Bocook, Selling Coastal Georgia (Keller Williams Coastal Area Partners) over 6 years ago

Jennifer~ Thank you for sharing this great list of tips. I took good notes. We have 2 new listings coming up and I plan to practice these steps!

Posted by Donna Foerster, Metro Denver Real Estate Assistant (HomeSmart Realty Group) over 6 years ago

Jennifer all great tips . Keeping them updated on the market condition is the best way when you recommend any price adjustment.

Posted by Ritu Desai, Virginia Realtor-Fairfax/Loudoun/PW-703-625-4949 (Samson Properties) over 6 years ago

I'm happy to see I'm already doing some of sellers favorite things. While I contact them often in the first week, not everyday. I'll have to up my game on that one.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) over 6 years ago

Love these ideas!  I've found it extremely helpful to show sellers the competition so they can get a realistic idea on pricing.  Keeping them engaged is a huge benefit.  Thanks for sharing this important list!

Posted by Jan Green, HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN (Value Added Service, 602-620-2699) over 6 years ago

These are all great tips and keeping them engaged with the process will keep them involved with all of the decisions along the way! Thanks for sharing your list.

 

Posted by Christy Walker, Christy Walker & Associates (Christy Walker & Associates ) over 6 years ago

Wonderful tips! Thanks.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) over 6 years ago

Jennifer super list of basic things to do.  I like bringing your sellers to visit their comps, never tried that. I wouldnt have guessed to call eveyday either for the first 10.

Posted by Annette Thor, Residential & Commercial Real Estate Broker in CT (Connecticut Homes and Commercial Fairfield Cty,CT reinct.com) over 6 years ago

Taking your sellers to see comps is particularly valuable when they are arguing with you about price. Great list!

Posted by Ann Griffin, Realtor, ABR, E-PRO, SRES in Mesa, AZ (Coldwell Banker Trails and Paths Premier Properties) over 6 years ago

Great tips.  People want you to communicate with them.  It is so easy to allow that to slip through the cracks.

Posted by Rob Arnold, Metro Orlando Full Service - Investor Friendly & F (Sand Dollar Realty Group, Inc.) over 6 years ago

As usual Jennifer, some very usable and valuable information.

Posted by Peter Davies, Exceptional service, without exception... (Borawski Real Estate) over 6 years ago

great post, reminds me to do the things I know I should, plus your list will help me put it in a system to make sure I do it every time

Posted by MikenMarie Edwards, "We Bring You Home To Colorado" (The FoCoHomes Group with) over 6 years ago

I was sorry I couldn't make it, but happy to see that I am doing most things on the list!

Posted by Cathy Perry (RedKey Realty Leaders) over 6 years ago

We already do a few of your tips, but I can see where incorporating the couple we don't use would wow our sellers.

Posted by Tammy Lankford,, Broker GA Lake Sinclair/Eatonton/Milledgeville (Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668) over 6 years ago

These will be good tips when our market changes again.  But right now around the Denver metro area, if a house is on the market 10 days, the sellers aren't happy!

Posted by Joetta Fort, Independent Broker, Homes Denver to Boulder (The DiGiorgio Group) over 6 years ago

Wow Jennifer that is a great list and something new we have never thought about.

Posted by Bob Miller, The Ocala Dream Team (Keller Williams Cornerstone Realty) over 6 years ago

There are some really good ideas here. Happy to report I utilize all of them except for #2. Then again, because I communicate with them so much, they usually tell me.

Posted by Jill Sackler, LI South Shore Real Estate - Broker Associate (Charles Rutenberg Realty Inc. 516-575-7500) over 6 years ago
Really informative tips and will add some of those with next listings. Thanks!
Posted by Georgie Hunter R(S) 58089, Maui Real Estate sales and lifestyle info (Hawai'i Life Real Estate Brokers) over 6 years ago

These are now among my favorit-est too.

Posted by Charita Cadenhead, Serving Jefferson and Shelby Counties (Alabama) (Keller Williams Realty) over 6 years ago

Great Tips for Handling a Listing - I also show the seller where their home is advertised and how many hits they are getting on the single property website and where those hits originated.

Posted by Debbie Cook, Silver Spring and Takoma Park Maryland Real Estate (Long & Foster Real Estate, Inc) over 6 years ago

Great tips!  Thanks for taking the time to share.  Sometimes we all get caught up in the busy work and forget about the human side of things. 

Posted by Venus Howard, CDPE, CIAS, SFR, GRI (Re/Max Alliance) over 6 years ago

Great tips and it comes back to great communication (the way THEY want to be communicated to!) and so few real estate agents are good at that. OVERCommunicating has you seen as a great agent!!!
Thanks for sharing these tips!!!

Posted by Joeann Fossland, Master Certified Coach to Motivated Agents (Advantage Solutions Group) over 6 years ago

Great ideas.

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) over 6 years ago

These are great tips that help build rapport with the seller.  It certainly shows hhat you value them as a client. 

Posted by Cassandra Stewart, Your Tampa Florida Agent (Future Home Realty) over 6 years ago

One of sellers' biggest complaints is that they never hear from the listing agent after the contract is signed. Following these great tips is a sure way to keep the client informed and happy.

Posted by Margaret Goss, Chicago's North Shore & Winnetka Real Estate (Baird & Warner Real Estate) over 6 years ago
Hi Jennifer. Great list. Certainly a few things I need to work on... Gets me excited to list some homes! Thanks Ken
Posted by Ken Tracy, Helping clients buy and sell since 2005 (Keller Williams Realty Infinity) over 6 years ago

Jennifer, looks like the number one item to any seller is communication and often.  I guess from a sellers point of view you can't overdo it on that one.

Posted by Lora "Leah" Stern 914-772-4528, Real Estate Salesperson (Coldwell Banker, 170 N Main Street, New City NY 10956) over 6 years ago

Simple, maybe, but so important! Thanksfor the great suggestions.

Posted by Sonsie Conroy, Energetic, Enthusiastic, Knowledgeable Realtor (I serve buyers and sellers everywhere in San Luis Obispo County) over 6 years ago

I would think most agents perform your tips except #1 and #4a. under certain circumstances I agree with #1 and #4a but generally not. Most sellers don't heed the advice of their Realtor about where to price their property so most won't get any activity unless the home is in a very desirable neighborhood and #4a is really meaningless to most sellers since they believe their home is exceptional regardless of the competition so wouldn't take the time to compare properties. Great post, regardless.

Posted by Kimo Jarrett, Pro Lifestyle Solutions (WikiWiki Realty) over 6 years ago

JAH, so happy to catch the recap.  We'll use #4 sometimes and preface it by asking them for 20 minutes of their day.  You usually don't get a turn down with such small requests and it can be a huge eye opener.  

Posted by Kevin J. May, Serving the Treasure & Paradise Coasts of Florida (Florida Supreme Realty) over 6 years ago

Jennifer, congratulations on the well-deserved Feature! This is one post I am bookmarking for future reference. Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) over 6 years ago

A great reminder of what I consider the basic levelf service to my sellers. Thanks!

Posted by Susan Ani (Baird & Warner) over 6 years ago

Love this post!  Bookmarking for sure!  Basic, but essential things to do!  Kathy

Posted by Kathy Schowe, La Quinta, California 760-333-8886 (California Lifestyle Realty) over 6 years ago

Great reminders of the things we need to do.

Posted by Sheila Morales, Your Kauai Hawaii Agent (Kauai Property Shop) over 6 years ago

Good care and excellent customer service still are the "favoritest".

Posted by Michelle Cherie CarrCrowe Just Call...408-252-8900, Family Helping Families Buy & Sell Homes 40+ Years (Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty) over 6 years ago

Excellent tips. In this market, the showing activity and providing feedback seems to be all the communication the seller needs as most of the homes are going under contract within a couple weeks. It's just a huge flury of activity.

Posted by Aaron Hofmann, aka Mr. Smyrna Vinings (Atlanta Communities) over 6 years ago

These tips all come down to good communication - and keeping your seller informed at all times. People want attention - they want to feel important to you after you've taken the listing, not just while you're trying to get them to sign.

Posted by Marte Cliff, Your real estate writer (Marte Cliff Copywriting) over 6 years ago

Jennifer - These tips are outstanding.  They really focus on communication and keeping the client informed.  Love it.

Posted by Debbie Gartner, The Flooring Girl & Blog Stylist -Dynamo Marketers (The Flooring Girl) over 6 years ago

Wow - it's been a long time since I've had a post featured here at Active Rain - I forgot how fun that is! Thanks for all the great comments and I'm glad our Favorit-est Tips resonated with so many. Just a couple of comments...

First, don't think that you have to literally call your seller every day during those first two weeks or so. By "communicate" I mean that your seller gets SOMETHING from you every day - whether it's a phone call, an email, a text or whatever - just something informative that shows them you're on the job and thinking of them. The good news is that in those first two weeks, there IS a lot happening to tell your seller about, so it's pretty much a no-brainer to come up with material (but let me know if you'd like some ideas). 

Also - don't think that you have to remember to do all this stuff on your own - that's what your fancy-schmantzy contact management system is for!!! Just create a New Listing activity plan and enter all of these to-do's, then apply it to your listings and you're golden. The nice thing is that once you get in the habit of Wowing Your Seller, it will become second nature to you and you'll feel guilty if you don't do it on a regular basis. And that's a good thing!

A few mentioned that this list is pretty basic and I agree... but I will also tell you as someone who has had properties listed with agents many times in my life, I have NEVER, and I mean NEVER had an agent who did even half of these; in fact, most of them did NONE. Literally, none. So, as mentioned in the blog, if you do them, you'll be way ahead of the competition. 

 

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) over 6 years ago

I really like the calendar of events tip. That is great!

Posted by Jim Warkentin (Keller Williams Realty) over 6 years ago

Jennifer, this is a great list.  Each of these items is on my list, as well.  Customer service is important.

Posted by Sharon Parisi, Dallas Homes (United Real Estate Dallas ) over 6 years ago

I agree with you about letting the contact management system help you to 'remember' as it can be pretty easy to forget to communicate when you are so busy working hard for the client!  It's probably the worst thing to do to forget to communicate!!!

Posted by Michael J. O'Connor, Eastvale - 951-847-4883 (Diamond Ridge Realty) over 6 years ago

I took a seller out on a tour of comps once.  She became a lot more cooperative about price and condition.

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) over 6 years ago

Jennifer,

Congrats on the feature and good reminder on how to be out in front.  Tailored as necessary for each client, all of these action should be part of the service I'm providing to my clients.  Great post.

Posted by Doug Cook, Better Service, Better RESULTS! (Coldwell Banker Brown Realtors) over 6 years ago

I admit doing only some of those. Thanks for the reminder to catch up on other things. Will be add on to my checklists. Thank you!

Posted by Annett T. Block, Your NextHome in Fort Lauderdale Beach (NextHome Connect Realty) over 6 years ago

Certainly a lot of great points, I often wonder if the sellers forget that there home is even for sale as they never seem to call either to ask what is going on as well.

Posted by Charles Stallions, 800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl. (Charles Stallions Real Estate Services ) over 6 years ago

I already have incorporated #3 and #4, but I'm definitely going to incorporate #1 and #2!  Thanks!

Posted by Amber Gunn, Broker, Listing Specialist,Best REALTOR in Cedar Park, TX (Strub Residential) over 6 years ago

Incorporating all of these into my planner and my practice.  Love it.  Thanks, Jennifer. 

Posted by Tanya Nouwens, Montreal Real Estate Broker & Stager (RE/MAX ROYAL (JORDAN) INC. / Tanya Nouwens Inc. www.readysetsold.ca) over 6 years ago

Jennifer, Great post! Congrats on the feature.  You never got half of these from your agent! How sad is that.

It is one of the biggest complaints we hear from our listing appointments.  Communication is very important.

My clients know upfront how often they will hear from me and other communications they will receive during our time together because it is one of the biggest complaints we hear.

Posted by Bobbie Smith, 570-242-1891 over 6 years ago

Great tips. Love it idea of an excuse to call every day for the first ten days. This does make perfect sense!!

Posted by Janis Borgueta, LIC RE Salesperson (Key Properties of the Hudson Valley ) over 6 years ago

Congratulations Jennifer on a well deserved feature post! Wonderful tip and contacting the seller every day for the first 10 days is brilliant.

Posted by Dorie Dillard CRS GRI ABR, Serving Buyers & Sellers in NW Austin Real Estate (Coldwell Banker United Realtors® ~ 512.750.6899) over 6 years ago

Here is a follow-up to this blog (with more coming soon!) http://activerain.com/blogsview/3739389/even-if-they-don-t-complain-sellers-notice

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) over 6 years ago

I agree that contacting every day for the first 10 days or so is a superb idea... I feel it happens anyhow, with showings, feedback, sharing marketing activities, etc,  but a conscious effort to do so and ensure it happens is great.

Posted by Chris Jenkins-Sarasota Realtor, "Expect Success" (PalmerHouse Properties) over 6 years ago

Jennifer: These are all great ideas and I enjoyed your 'even though' post as well!

Posted by Joni Bailey, Your Huntsville / Lake Livingston Area REALTOR® (101 Main St. Realty) over 6 years ago

Ah, there it is: #2.

Posted by Brad MacKenzie, Turning Houses into Homes on the South Shore (Brad MacKenzie) over 6 years ago

Jennifer ~ Great tips, wowing them along the way is much more valuable. After all that's when they are talking to their friends about what a great agent you are! : )

Posted by Diane M. Phillips Realtor 443-286-4365, Specializing in Carroll Co., MD (Frankly Real Estate Inc.) over 6 years ago

Good morning Jennifer. Winston re-blogged this and I'm glad he did. Great tips and you are right: communication is key always. Enjoythe day.

Posted by Sheila Anderson, The Real Estate Whisperer Who Listens 732-715-1133 (Referral Group Incorporated) over 6 years ago

I am pleased to say that I have found all your tips to work like a charm!

Posted by Sharon Parisi, Dallas Homes (United Real Estate Dallas ) over 6 years ago

Jennifer,

These were excellent tips and your follow up tips were as well!  Thanks so much for sharing!!!!

DeeDee

Posted by DeeDee Riley, Realtor - El Dorado Hills & the Surrounding Areas (Lyon Real Estate - El Dorado Hills CA) over 6 years ago

Hi Jennifer,

   I can't agree more that constant communication is one of the key ingredients for a successful sale !!! Customers love it and you will gain a fan for life!!!

Enjoy your day!

Posted by Julie Srednicki Team (Show Appeal Realty) over 6 years ago

My last listing was vacant and my Seller said I did not have to waste my time doing open houses. I said I had nothing better to do on a Sunday afternoon. I sold her house to a Buyer who came to an open house. That's how I wowed her.

Posted by Wayne B. Pruner, Tigard Oregon Homes for Sale, Realtor, GRI (Oregon First) almost 6 years ago

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