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Don't leave big bucks on the bargaining table!

Don’t leave big bucks on the bargaining table!

Hold a “First Time Seller’s” Seminar! The real estate bottom has come and gone–we’ve created new first time SELLER’s with EQUITY! They need to move on up! Show them How! 

#1–With ANY seminar–Don’t have it at YOUR OFFICE! Find a neutral spot such as community room, senior center hall, etc. Consumers don’t WANT to come into the bear’s den! I had a friend who spent a ton of money, time, energy on promoting a first time homebuyer fair only to make the mistake of having it at HER real estate office and it bombed.

#2–Why  a FIRST TIME SELLER’S SEMINAR? Most Realtors also have a first time homebuyers seminar. IN our “Wine-country” area of the San Francisco North Bay we have super low inventory, bidding wars for homes and First timers being beat out by “boomers” moving down and offering cash for homes. They constantly beat out our first timers. A Realtor will have to have a huge log of motivated buyers who can really deal to get a home in our area. In our marketplace our value took a 60% drop when the market imploded. But we are back big time.

#3–We went up 35% in the last three years and our median home price in the county went up 10% in ONE month with a new median home price over $500,000. We have EQUITY sellers again who purchased REO or foreclosed/short-sales homes starting in 2008 and now are MOVING ON UP. Couples who got a great deal on a home in the low $200’s during our REO market have homes now worth in the high  $300’s to early $400K range. They bought a nice 3/2 of 1100-1200 sqft but now have TWO kids and need more space! They have NEVER SOLD a home!

#4–Remember! You LIST TO LAST in our industry so let’s show them HOW to be a Seller and what the procedure entails. You can talk about pre-marketing issues such as home repairs, staging, feng-shui if that suits you, etc. What comes first–buying and selling or selling THEN buying? Show them your skill-set by explaining THEY are in the driver’s seat in this market. Show them statistics on your companies List to Sell %.  Let them know they can rent back for up to 60 days or if a cash deal on their home LONGER. One buyer who bought a listing gave our client one months FREE rent.   Selling first makes them powerful buyers as they are NOT contingent and have a BIG down payment.

#5–Many Realtors make the mistake of instantly seeking open houses to grab some buyers thinking this will happen much quicker than going out and LOOKING for new listings. We have buyers we’ve been working with for months and at NO fault of the buyers. They just keeping getting beat out or if an offer is accepted something unforeseen comes up in the inspections. We’ve also taken 8 listings in the last 45 days and all are IN escrow or soon will be. So remember–YOU LIST TO LAST in our industry. You can control 15 listing easily but 15 buyers? Good luck!

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