There isn’t anything more important than providing certainty to a seller who is looking for an agent to sell their home. It’s a nervous time and a challenging decision knowing that potentially the wrong decision could cost a seller thousands or even leave a bad taste about the agent they have to work with.
There are two fears sellers have when selling their prized property.
- The FEAR Of Underselling
- The FEAR Of No Control
With this in mind it should be a relatively straight forward exercise to gain a sellers confidence to choose you to get the job done. If only it was that easy yeah?
In this video I talk about the FIVE DIALS or FIVE FACTORS for an agent to concentrate on to build credibility that supports your suggestions when proposing for the business. Those FIVE FACTORSare.
- YOUR LIST : SELL RATIO
- YOUR AVERAGE DAYS ON MARKET
- YOUR AVERAGE MARKETING SPEND
- THE NUMBER OF INSPECTIONS OVER 30 – 45 DAYS
- WRITTEN OFFERS
Measure the above FACTORS over 6 / 10 / 12 sales and you will probably find that there is a pattern that occurs. Ultimately what we are wanting to provide to the seller is a platform of certainty. If we PITCH for business however don’t answer any of the sellers questions then we have missed the mark no matter how valuable or effective your suggested campaign may be.
When we present the seller with discounted advertising to achieve the premium price, we may think we’re rockstars but the seller wanted to ask “Do you have any buyers?” They may also scratch their heads and think, I just want a sold sign, I don’t want fancy brochures and all that garbage. Sure they may not understand it all but this is where as agents we need to understand what we are actually selling.
Our PITCH could be around achieving a premium price using the auction strategy. A strategy you explain well but they still can’t understand. We may be selling a discounted advertisement, a free signboard or fancy brochures. What we need to be selling is CREDIBILTY, CONFIDENCE and CERTAINTY. When you have a track record of data that you can show sellers it helps cement that you have done this before, you can do it for them and you’re the right person to do it because the proof is in front of their eyes.
STOP PITCHING and START PROVING is winning listings everywhere. People will go with the people that can provide CERTAINTY. The will also pay the marketing you ask for because the evidence suggests it’s the best approach. The most important part of this is YOU. YOU are the difference and YOU are the agent that cures their fear. UNpack the value as an agent. Put the PROOF in front of your sellers and win their TRUST from the beginning of their selling campaign.