Stellar Seller ServicesPRESENTEDBYFRANCASHION

Agenda

All sellers are not the same Creating value Pre-listing interview/packet The Code of Ethics The Appointment Market Analysis/Pricing Marketing plan Overcoming seller objections Successful open houses Creating customer satisfaction

Getting to Know You!

The sellers first impression of you…..

Who are your sellers?AmiableAnalyticalDriverExpressive

Getting to know you

What generation do they represent? Seniors or Boomers Gen X or Gen Y/Millennial

Creating Value

Honest conversations Being a good listener Negotiation skills Trustworthiness Communicating their way Advisors, counselors, consultants,

advocates Why “kids” are important

Seller Data from NAR SurveySell my home within a specific

time-framePrice my home competitivelyReputation – Honesty – Integrity

are important to sellers

2018 NAR Buyer/Seller Survey

Pre-listing Interview

A written questionnaire On the phone or on the property

walk-through Delivering a pre-listing packet Less talking, more listening Determining seller expectations

Pre-listing Packets

Are they necessary? What do they contain? Why are they important? What will they tell the seller? Here is what I need from you

Checklist for Sellers

Prior year’s tax, utility bills, water & sewer bills

Declarations, covenants, deed restrictions

Age and documentation of “new” appliances, roof, etc.

Items to be excluded Copies of recent inspections Completion schedule for repairs

Setting Yourself Apart With the Kids

Kid’s Listing Agreement Moving Checklist for Kids Special Moving Boxes to Color Rewards for Kids

The Code of Ethics

Article I – Protect & promote the client’s interests

SOP 1-3: True market value SOP 1-9: Confidentiality

Article II – Avoid exaggeration, misrepresentation, or concealment of pertinent facts relating to the property or the transaction

Pricing and Preparation

Seller’s motivation? The “Market” sets the price, but have

a range in mind Utilize your MLS charts & graphs Use your MLS history and expired

listings Every property does not sell What is the condition and location? Know when to say “no”

The Appointment Preparation (tax records, Google, ?) Punctuality Should you take off your shoes? Consultation vs presentation Perception (value in buyer’s eyes) Reservations of the seller Listen for tone, watch body language…

Marketing in the 21st

Century How will you find the buyer? What is the competition? Staging Print media – is it “old-fashioned”? Social media – what NOT to do Creating Seller Wows! Inspections to Closing – Staying in

touch Check Lists

Statistics/Data on your current market

MLS most recent data Average Days on Market in your price

range/location ??

The Sellers want to “Test the Market”

You won’t fool most buyers or their agents

You will miss the right buyers It might not appraiseWe might miss the true market

value

A “Show Ready” Home

Seller “to do” checklist Pre-inspections? Smart sellers remove these items Buyer turn-offs What do sellers love about the house …and a reminder “Your house is not

sold until we have completed the inspection period.”

Essential Disclosure Rules The reason for the Sellers Disclosure Make all existing reports known to buyer Disclose anything that may materially affect value

or desirability Never fill out the disclosure form

Essential Disclosure Rules

Properly attribute information (zoning, size of lot, restrictions in development)

Don’t be someone you are not (inspector, appraiser, lawyer, contractor)

When in doubt, disclose! Once completed READ the

Sellers Disclosure Form

Truthful Property Descriptions

Ask the sellers to describe their home… Favorite features, favorite room – Why? Compliment photos with text Watch grammar and spelling

Good ideas to share with your seller…. Copy of purchase agreement Explanation of inspection process

and resolution of unacceptable conditions

The Appraisal and how it affects the seller

The Buyers process…..

Seller Pricing Myths

“We will always make money on the sale of our home”

“Pricing our home higher will net us more money”

“Pricing too low will lose money for us” “Our renovation costs should be added

to the sale price” Cost vs Value Report

Seller Objections Can’t we try it at this price for three

weeks? We can’t afford to fix anything. Our pets are our “children” …and what do you hear?

Seller Safety Tips

Hide valuables in a safe place – remove keys, credit cards, jewelry, guns and other valuables from the home or lock them away.

Don’t leave mail or bills out in the open Don’t show the house yourself Sellers are responsible for their pets NAR safety tips to share with sellers

Successful Open Houses Should you or shouldn’t you? Pro-active vs. reactive Whom do you invite? Getting the neighbors involved Consider a drawing Give out useful information -

You got the listing! Write a thank-you note Organize and complete paperwork Write your ads Take professional quality pictures Send “Just Listed” postcards Create a follow up plan to discuss price reductions,

marketing changes, etc. Seller “Wow”….order flowers for the day the house goes

on the market. Other “Wows”?

Worth Checking….. Accurate MLS Information Color brochures Sign & lockbox Don’t forget the keys!