Just Sell a House

There is so much you can be doing in terms of marketing, social media, training, and networking. It's easy to get bogged down with social media,  improving your website,  planning marketing campaigns, etc. Sometimes what we really need to do is just sell one house. This week!

When I decide it's time to just sell a house, there are a few strategies. One is to go look at some properties in areas I know well (also known as previewing) and find one that looks like a really good deal. Then tell everyone you know about it. Also tell some people who you don't know about it (back to social media). Ask people who they know that would like a property like this.

If this property that you have identified as a great deal (or uniquely desirable in another way such as waterfront, good rental return, great architecture) is vacant, then it's easier to show upon request. That helps if you have a few choices in hot properties (also known as "shiny pennies"). I've sold quite a few homes this way.

Perhaps the hot property you plan to find a buyer for is not a screaming deal, just a great property
for one reason or another. Tell everyone about that property. If they do not want to buy it, ask them if they want to buy any real estate in the area. If your contact / prospect's expectations are realistic and they can get financing (or have cash), you have a new buyer for another property (this happens frequently). Great! But don't abandon the original "Hot property plan".

If you have a few listings, you can always call all of your sellers and ask who would like to reduce their price for a sale in the next week or two.  Yes, you will want to be ready with some new market data and for a conversation. Still you may be surprised at the result of your call.

These are  few ideas you can try for selling a  property this week. Thanks for reading my blog!

Frequently Asked Questions (And The Answers) about Marketing Yourself. For New Agents

 

If you are a new agent, just getting into the business, you may be wondering what kind off marketing and specializations will help you get a fast start and grow your business. Many of the suggestions I have, you have heard before. Some may be new information. I am going to answer some questions that I often receive from agents who are new or newer in the business.

Q. Do I need a website and if so, how much will it cost?

A. Yes, you need a website. Websites for agents have a huge range in cost and functionality. As you are interviewing for a brokerage to partner with, have them show you the website that comes along with your branding / technology package. These sites are usually just fine for getting you up and running. The main point here is that your prospective clients must be able to easily find you on the internet.

Beyond basic agent websites, there are highly functional lead capture websites. They get expensive but are worth it if internet marketing is where you want to focus your financial resources and time. To have and maintain a highly functional lead generation website you will need lead capture systems where you offer information it's not otherwise available so website visitors will provide a valid email address. 

Q. Do I want a niche or specialization? 

A. It can help especially if there is a specialization that you have an affinity for or established connection with. For instance, if you are a veteran, you may want to help Veteran’s find homes. If you are bilingual, and there is a resident population, court that group! Another specialization that may be an asset in the years to come is working with baby boomers who are downsizing (some of them to 55+ communities) First time home buyers is a good specialty area for newer agents. Some agents focus very successfully on clients who are relocating to, or from, the area.  You can have a areas that you can specialize in. 

Q. Should I hold Open Houses?

A. Since you will most likely be starting without listings you will need some homes to hold open. As you are interviewing at brokerages, ask if office agents will let you hold their listings open. If the answer is yes, it may be smart to zero in on which agents and which listings – especially if this is part of your start up plan to get some buyers in your pipeline. (Vacant listings are much better open houses for many reasons.) A motivated buyer is the quickest way to a paycheck!

 

Q. Do I need an iPad or other Tablet?

A. It sure helps! Yes, you can do many things on a smart phone in terms of searching the MLS. Where I use my iPad is when I want to show the screen to client. There are quite a few apps that I use in listing presentations. When showing homes to buyers, I use a compass app so we can see where the sun will rise and set.  Current feedback is that although the Android tablets may be better technology, there are many more real estate apps available for iPads.

Q. What other technology questions should I be considering?

A.  Being a “Paperless Agent” is not new but still an untapped frontier. With the right apps, you can have clients sign contracts right on your tablet.  In fact, my brokerage, Prudential California Realty just brought in an awesome paperless transaction management platform called SkySlope. It can be accessed from any web browser but there is also an iPad app (Android coming soon).

If being a paperless agent appeals to you, talk to me. In fact, talk to me if you have any questions. Let me know how I can help and thanks for reading my blog!

Use a Pre-Listing Package When You are Competing for a Listing.

There are some simple steps that you can take to prevail in a competitive listing situation. This blog is about an underutilized strategy that you really need to consider…Use a prelisting package before your appointment to meet with the sellers.

What’s a prelisting package and how should you deliver it?      

A prelisting package should consist of basic information that you would like the sellers to see before you arrive. Mine includes:

• My real estate resume / bio
• A few marketing pieces for properties that I have for sale now and have sold in the past. Ideally some of these are in the neighborhood of the listing that you are pursuing.
• A marketing plan
• Screen shots of some of my web marketing for other properties that I have listed or have sold
• A hand written note, to the prospective sellers, stating that I am looking forward to meeting them.

Much of this is information that I will also take with me to the appointment.

Why do this? It raises the prospect’s awareness of me, gives them some visuals, and gives me a virtual foot in the door before my designated appointment time.

Yes, this can be delivered by email if one is short of time and I have used this strategy. I prefer to send a hard copy version in my branded Prudential folder. Mail is ideal if there is time. Otherwise I may drop it and leave it on the doorstep. I will not do this if it’s a short sale by the way. If I leave it on the doorstep, I send the prospects an email letting them know that I left some advance information for our meeting.

Give it a try and let me know how you do!

Thanks for reading my blog.

I Wish Someone Had Told Me This! Insights for New and Struggling Real Estate Agents.

If you are new to real estate, you will quickly learn that the licensing course taught you very little about how to make money in real estate sales. The good news is that there are many people who can help you to focus in on a good plan to start making sales. There are also some great courses to help you select a plan of action, educate you and help you succeed.

Some agents want to work with buyers, others want to specialize in short sales or relocation clients or new home sales.  Regardless, you need a stream of clients. It’s great to have a “center of influence”. In fact many hiring managers will ask you about yours. Well, it’s okay if you do not have a big family or church group or rotary. There are plenty of people out there who want to buy and sell homes. You just need to find them and then offer great service. 

Great service comes with good information. You can only share what you know (and ideally have some experience with). So if there is an area you plan to specialize in, take some classes in that area. 

  

Working with buyers is a place where many new agents begin to make sales. If you plan to work with buyers, it’s really key to know the local inventory of homes and also have some good time management skills. There are courses that can help you with that.

My company, Prudential California Realty offers a terrific course called Firmed Foundations. This is a great course for those who need an occasional refresher or, are just starting out in their real estate career. Firm Foundations course covering topics such as the Listing and Purchase contracts, disclosures, escrows, successful open houses, time management and much more. Where ever you are located, look for a company with frequent and lively courses and updates. You will benefit from the information and the energy.

Since this is my first blog on the topic of real estate production, here is my quick introduction. I have been a real estate broker in California since the dawn of creation. (Okay, since 1981) I was also a broker in Hawaii for a few years. I have had great years and some that were just terrible. I have relocated four times throughout my real estate career. This means that I had to totally start over four times. Starting over included everything from choosing a brokerage to partner with and building / rebuilding a group of clients and a pipeline of transactions. My current clients including a wonderful group of private individuals and families, corporate clients and even our federal government. I am also the office manager for the Prudential California Realty office in El Dorado Hills California.