I’d probably hate this if I was a Realtor…..

I realized long ago that being in sales requires special skills and special patience.
I had a conversation today with a long time Realtor (30 plus years) about the industry in general and what has changed and what has stayed the same.
One of the biggest continuing frustrations, he said, is spending so much time with a prospect/client and then having them buy from someone else.
“Why would they do that?” I asked.
“I don’t know.” he shrugged. “Sometimes they know someone personally or have a relative in the business who they turn around and give their business to.”
I would think that if they spent a significant amount of time with you that there was some sort of rapport established. If they were going to give the business to someone else, they would/should have that person doing all the research and legwork, no? The fickleness of some prospective buyers is indiscernible.
Years ago, when a Realtor’s allegiance was understood to be more strictly to the seller, I can understand a lack of loyalty on potential purchasers. But with the advent of buyer contracts and eager, energetic agents ready to do the time and rhyme in locating, screening, and visiting multiple listings to zero in on those most closely akin to the buyer’s desires, one would think that type of thing would largely disappear. Apparently, not completely.
True rapport is based on trust. Rapport can be made or lost anywhere along the entire sales process. Trust follows.
I guess ‘the counter’ to that is — but it doesn’t trump a relative in the business.
The same Realtor said his philosophy is, “Do the right thing without worrying about the money. If you do, the money will follow.”
I like that thought. I’d say it is probably a large part of why he has been successful for 30 years.

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More Sellers Jump Into Favorable Market

Daily Real Estate News |      Monday, June 10, 2013

Inventories of for-sale homes are increasing as more owners see rising home prices and faster sales as a reason to try to sell now, according to industry reports.

In April, the number of listings was higher than the level of homes that were under contract in that month, according to a study by the real estate brokerage ZipRealty, which measured listings in 24 major metro markets.

“It’s less of an indication of buyer momentum flagging and more of seller momentum picking up, finally,” says Lanny Baker, the company’s chief executive.

The reports find that homes are selling faster—on average, within 32 days of being listed. In April 2012, that average stood at 48 days for homes to sell. 

“A market in which the sale prices are happening very close to the list prices, a market in which the list prices seem to be moving sequentially higher, and a market in which any of those houses are selling speedily is one that is bringing sellers back,” Baker says. “That makes it feel to a seller that this isn’t going to be a long passive despair that I tried three years ago.”

Source: “Why More Sellers Could Test the Market,” The Wall Street Journal (June 10, 2013)

Read more

10 Best Markets for Home Sellers

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Even if They Don’t Complain… Sellers Notice

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A few weeks ago, I wrote a blog called: “How to Wow Your Seller – The Favorit-est Tips” where I listed the results of a little survey I did following a SWS Teleseminar on the subject of knocking the sox off your seller client so that they’d be delighted to tell everyone they know how awesome you are.

One of the final comments on the blog was from my friend Charles Stallions who said “Certainly a lot of great points, I often wonder if the sellers forget that their home is even for sale as they never seem to call either to ask what is going on as well.“

That got me thinking… and inspired me to re-post a blog I wrote several years back about even if seller isn’t asking… he or she is certainly noticing…

“Even If They Don’t Complain… Sellers Notice”

—  If the brochure box is empty… they notice

—  If the brochures still show the original price after two reductions… they notice

—  If their agent doesn’t offer to do an Open House … they notice

—  If no feedback cometh after showings… they notice

—  If the agent doesn’t check in at least weekly… they notice

—  If there haven’t been any showings in a month… they notice

—  If their agent hasn’t updated them on market activity… they notice

—  If their online photos are from two seasons ago… they notice

—  If the only time they hear from their agent is when he calls to ask for a price reduction… they notice

Just because a seller doesn’t complain doesn’t mean he’s happy. And just because he’s not complaining to his agent doesn’t mean he’s keeping quiet elsewhere. Trust me on this. If his agent doesn’t seem to care about selling his home… the seller notices.

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