9 Tips to Sell More Homes

by Bob Corcoran

Here’s the deal: home inventory is low, mortgage rates are still amazing and consumer confidence is looking up. Mix them all together, and you have a sizzling hot seller’s market.
In fact, the National Association of Realtors says competing offers for the same homes are rising in more markets, and Freddie Mac predicts that compared to 2012, home sales will jump 10 percent in 2013.

This is a market that screams for help from experts like you – helping sellers with the onslaught of buyers and helping buyers get their bids accepted among crowded competition.
So how are you going to capitalize on this market now? Here are some tips.

For seller agents to get more listings:
•Network like you’ve never networked before, but be strategic – A lot of agents network, but do it poorly by bouncing aimlessly from group to group. Get focused on your farm area and get close to your target audience via community meetings, school functions, special events, etc.
•Call past clients for referrals – Now is no time to be shy. Be proactive and don’t assume past clients will automatically refer someone. Be bold and ask directly for referrals. Remember, real estate is a contact sport – the more you contact, the more you’ll succeed.
•Cold call – True, maybe not your ideal tool, but if you stay focused in your farm area with relevant information, cold calls can heat up quickly. Scour neighborhoods with free, important information potential sellers appreciate. Who doesn’t want to get a higher price for their home? Shout from the rooftops that this is the perfect market to sell.
•Create seller urgency with potential sellers – When you reach your target audience, focus on creating urgency with your message. Buyers are out there waiting, and sellers need to understand now is the time they’ve been waiting for, a time when they can get the maximum value from their homes.
•Update your seller’s presentation – This is a unique market, and your seller’s presentation needs to reflect today’s market characteristics.

For buyer agents:
•Educate buyers about this market and what they can expect –
When sellers have five offers to choose from, which is happening a lot in many markets, sellers call the shots.
•Be flexible – Because sellers have the upper hand, work with your buyers to consider offering higher down payments, and in general, be willing to work with sellers’ preferences.
•Get buyers pre-approved – In a seller’s market, this is a no-brainer.
Pre-approval from a respected lender tells sellers those buyers are serious. And in this market, you have to be serious. If you’re not, you’re wasting your time.
•Consider creating a buyer presentation – We’re all very familiar with listing presentations for sellers. I give my clients a buyer’s guide they can customize. It usually lasts between 30 and 45 minutes – just like a listing presentation.  This makes any buyer stand out in a seller’s market.

Bob CorcoranBob Corcoran is a nationally recognized speaker, author and founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential or commercial broker or agent’s existing practice.

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  • Frank Connell - Keller Williams Realty - Boston South West says:

    Thank you Bob. This is a good article, nothing I haven’t heard before but it’s good to hear it again as it galvanizes good advise I’ve already received through my brokerage office. As a relatively new agent, the most important message I hear in your article is “focusing on a market”. I really feel at this time that my efforts are all over the place, as I have different reasons for working in three or four different areas. I would like to pinpoint an exact area to market in, but until business starts to develop, I have not found that exact niche. Thank you again. I enjoy your candid insights.

  • Lazaro Rovira says:

    I agree, main thing is be Flexible, pick up your phone and don’t let it go to vm and appreciate the business, it’s no ones obligation to work with you

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