The Critical Steps in Marketing a Home

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Transcript:

Seller Client Servicing. So you've successfully taken the listing, maybe at the right price, or maybe not at the right price.

At this point, we've covered the 7-Step Listing Process, so you know exactly what you're doing from the initial seller intake to asking for a referral.

Seller Client Servicing - Marketing the Home

Listing Management is systemized for us, so all listings regardless of price point are given the same level of service. For example, a $100,000 listing has the same photography as our $1M listings. Some of you are in high price point markets, where you may compete at a different level as far as photography and video go. We have a photographer on staff and we have the best photos in our market.

We use Top Producer to manage all of our listings; I have not found a better tool that's out there. We have almost $24M in listing inventory, with the listing price ranging from $108,000 to $2M. In our Closings Summary we have around $544,000 of commission income coming in in the next 45-60 days, pre-split. I know everyone is looking for a better tool, but that is the tool you should use to manage your listings.

Weekly calls are a must, even if there's nothing to discuss. I give the analogy of a doctor who has to deliver painful news. Your relationship up to that point when the news is delivered makes a big difference in how the news is received. If your client's home doesn't sell, the bad news is that they need to reduce the price. Those weekly calls are what's going to get you the price reduction.

Weekly seller emails help communicate as well. They do not replace the live calls.

Every 30 days, it is critically important that you do a market review. You might want to do your first one over a screen share program like join.me, when you can show Showing Reports in their price range.

Finally, you have copies of our Top Producer Listing Plan and our Seller Weekly Emails. This is the not-so-sexy part of real estate, but it's pretty important.