SECRETS FROM A LISTING SPECIALIST

BEFORE OFFERS ARRIVE

• Sellers ask about the Buyers
• They hear what you & your Buyer did at the showing
• They ask if I have feedback from you & your Buyer
• They begin forming bonds with the Buyers
• They keep asking if I have heard back from you yet

SELLERS GET NERVOUS

• They worry what people think of their home
• They worry they won't get what they want
• They worry about upcoming inspection issues
• They worry about moving and details
• They may become firm, flexible or crazy

FACTS ABOUT OFFERS

• You can't make a smart offer without asking questions
• You rarely get a second chance
• It ain't over till the offer is SIGNED and maybe even longer
• Being a jerk will hurt your chances, be nice to the very end
• It isn't only about the price, every detail matters

ABOUT LISTING BROKERS

• Multiple offers mean more work
• Keeping track of offers, calls, questions is difficult & time consuming
• Broker often working from car, mobile device, on appointments...
• Broker is the messenger. Many delivery methods. Prepare for all.
• Broker is going to be in a relationship with winning broker/buyer

LISTING BROKER

LISTING BROKER

LISTING BROKER

LISTING BROKER

REALLY!

LOSING OFFERS

• Arrive too early or too late
• Arrive unexpectedly
• Do not contain enough info
• Are sloppy or incomplete
• Lack strategy & purpose.

BROKERS REALLY DID THIS

• Sent offer with no contact info whatsoever
• Sent offer on the wrong property
• Sent offer with no price or terms filled out
• Left offer at odd location and didn't tell me
• Emailed their phone # but typed it wrong

WINNING OFFERS

• Are carefully crafted
• Promote the buyer
• Are strategically prepared
• Are readable, printable, viewable
• Show competence and inspire confidence

WINNING BROKERS

• Educate & prepare their buyers
• Take the time to do it right
• Know the market
• Communicate effectively
• Are professional

YOU CAN DO IT

• Plan to win - think it through
• Block out enough time
• Ask better questions
• Get help & practice (PDR)

THANK YOU