[entry points]
PROFILE OF HOME SELLERS
of sellers work with a real estate professional to sell their home.
For recently sold homes, the final sale price was
99%
44 % 44 %
of sellers offered incentives to attract buyers.
of sellers traded up to a larger home.
of the final list price.
Source: National Association of REALTORS® 2018 Profile of Home Buyers and Sellers
getting real ABOUT LISTINGS
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show before and after photos of a recently sold listing that was staged, Sands says. Using visuals can be more convincing than simply telling sellers that staging is beneficial. Linda DeVlieg, CRS, with Keller Williams Realty in Albuquerque, New Mexico, worked with a couple who was reluctant to repaint their living room, which had a large mural on one wall that their kids had drawn. Though the mural was attractive, DeVlieg knew it would be far more difficult to sell the home with it. To help the family detach from their art project, DeVlieg suggested they take a photo of the mural to retain as a keepsake.
“These are people’s homes. They’ve formed an attachment that may not be realistic,” DeVlieg says. “We need to help them see their home realistically. It’s no longer their home, but a product and an asset that they need to sell.” For reluctant sellers, DeVlieg sends them to view other people’s homes to see how they are staged and shown. “If that doesn’t work, bring them to a poorly-staged home, so they can see the difference staging makes,” she says.
Redefine expectations
Some sellers enter the listing process with expectations of having one showing each
LEARN HOW TO CREATE LISTING ABUNDANCE Attending Sell-a-bration 2020? Come early for the pre-conference course Creating Listing Abundance on Feb. 13 to get a nuts-and-bolts overview of the listing process and ramp up your listing success. The one-day course is appropriate for agents of all levels of experience. Participants earn eight hours of credit toward the CRS Designation. “It doesn’t matter what the market is doing. As long as you are taking listings, you can enjoy an abundant life,” says Rich Sands, CRS, of Rich Sands Seminars, who will be presenting the course. Agents who attend will learn how to do the following:
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The Residential Specialist trsmag.com
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ÄÄ Develop a stronger listing mindset focused on market knowledge, self-awareness and client service ÄÄ Access traditional and modern/digital sources of listings to grow your business ÄÄ Create and deliver compelling, customized listing presentations that focus on your clients’ needs ÄÄ Provide seller guidance and counseling on how to leverage market analysis data and the importance of proper positioning ÄÄ Effectively manage seller concerns, expectations, resistance and objections For more information and to register, visit crs.com/sell-a-bration.
iStock.com: Leontura
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