Although the real estate marketplace is filled with apps and programs intended to help sellers list their homes without an agent, there’s one thing this technology can’t replace: the excellent service you provide. Sellers need you to help them understand the process of selling a home and offer reassurance throughout the process. They want to know if something is normal or the severity of a potential issue.
The one mistake you can make is assuming your clients know and understand the selling process. If they’ve never worked with you before, they may not understand you do much more than handling paperwork, posting ads and collecting your commission. It helps to remind them of the full scope of services you offer.
• Suggestions for property enhancements. It’s no secret that some home improvements may help a home sell for more money, especially if a home hasn’t been updated in a while. However, many agents tell sellers they have to make these improvements in order for the home to sell at all. Make it clear that you’re offering suggestions for improvements to help; they’re not requirements.
• A comprehensive marketing plan. Explain your strategic approach to selling their home and outline how working by referral will help you attract buyers.
• Communicate with them on their terms. Your clients want to know they can trust you. Build trust by keeping them up-to-date on the progress of their home sale in the way they prefer to be communicated with. Ask them how they prefer to be updated: by phone, email or text. Do they want to be kept in the loop whenever there is interest or will once a week suffice? When you communicate with them on their terms, they’ll be happy you met them on their level and will be confident in the process.
• Your experience and expertise. You’re the advocate for your seller. You can demonstrate your skills as an agent in regards to negotiation, communication and knowledge.
• Manage expectations. Frustrations arise when expectations aren’t met. Explain to your sellers what to expect during the process and outline any potential pitfalls that may occur and what you’ll do to avoid them. By spelling everything out from the beginning, you’ll mitigate any misunderstandings.
• Offer an in-depth market analysis. Using your knowledge of the market, explain how you’ll price the home according to your fair market evaluation of the property.
• Add them to your Client Appreciation Program. Send them your monthly flyers and eReports and keep in touch with them through calls, personal notes and Pop-Bys. This assures them you’ll be there to help even after the transaction has closed.
Referral Maker® CRM is designed to help you stay in touch with your sellers and manage their transactions. Track your activities and communication and set reminders to check in with them. Visit Referralmaker.com for more information and to begin using Referral Maker today!