Example of a Realtor in a Consultative Sales Conversation

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Notice in the following example how the real estate agent uses the information the Seller gives in each answer to formulate the agent’s next question. These question chains let the agent stay in control of the conversation without educating, selling, or convincing the Seller of anything, but still provide tremendous value to the prospect. In fact, the agent says very little of substance, but still moves the sale along to a close.

Agent: “Hi, I’m LS with The Way of Real Estate, and I’m wondering if you’re planning on moving in the next 12 months?”

Seller: “Why, as a matter of fact, we are.”

Agent: “OK. And where will you be moving to?”

Seller: “Phoenix.”

Agent: “And when would that be?” (Up to this point, the conversation is following a door-knocking script.)

Seller: “Well, we’re not sure. I have a job starting there in four months, but my wife’s mother is very ill, so we may hang on to the house until she passes on.”

Agent: “I can see how it would make your wife more comfortable to stay in the house. Is there a problem with hanging onto the house and selling it later?”

(I want to know why the obvious solution doesn’t work for him. He may or may not have thought about it.)

Seller: “Yes, I have to purchase again by the end of the year in Phoenix, and I’ll need to sell this one before I can do that.”

Agent: “So you need to sell before the end of the summer, but you don’t know how long your wife might have to stay in the house. What sorts of solutions have you and your wife talked about?”

(I don’t want to make suggestions, especially when I’d probably suggest things they’ve already thought about. This is the role of a sounding board.)

Seller: “Well, my wife is talking about renting a condo overlooking the ocean while I get things set up in Phoenix.”

Agent: “Hmmm. So, between keeping the house and renting the condo, which one would you guess is the best solution to your situation?”

(The form of asking someone to “guess” between two things that they’re on the fence about often helps them choose the one they subconsciously are leaning towards already. People often feel relieved to “guess.” I’m also OK with the answer either way. I’d rather know now, before spending a lot more time with him, if he’s decided to keep the house.)

Seller: “Well, I think the condo. Her mom could hang on for a long time yet, and I have to make a purchase in Phoenix before the end of the year. I’d prefer to see my wife not have to deal with the sale of a house when I’m not here.”

Agent: “Sounds like a reasonable choice. Is something stopping your wife from agreeing with you? (I sense this is the big issue-the one that’s making the decision hard for them. I’m asking him to raise ideas to the surface that he might not be thinking about overtly, but that need to be addressed in order for him to make a decision.)

Seller: “Yeah, she thinks she’d like the familiar surroundings of her house at this time of her life.”

Agent: “That makes a lot of sense to me. so on the one hand, she has a strong emotional reason for staying in the house, and you don’t want to upset her. And on the other hand, you need to sell and reinvest in Phoenix. What happens if you keep the house and don’t reinvest in Phoenix?”

(I want to raise this issue, because it’s one option he has that he hasn’t mentioned, and it will come up at some point.)

Seller: “It’s complicated. But I have a tax issue and if I can sell this one, I can roll the equity into another house without paying capital gains.”

Agent: “I see. How do you think you’re going to go about making this decision?”

(Now he’s got all the issues laid out in front of him, so I’m bringing him to a logical place of choice.)

Seller: “I think we need to have a serious talk. The truth is I’ve been avoiding it.”

Agent: “Well, as you have this talk, how can I support you with the real estate facts you need?” (I’m not telling him any facts, but volunteering that there are facts he could use.)

Seller: “Oh, well, what do we need to know?”

Agent: “I could prepare some condo rentals for you and your wife to look at. Also show you the sale values in your neighborhood, provide you with moving quotes. That sort of thing.”

(I don’t want to start blabbering, just giving enough to allow him to decide if he’s interested)

Seller: “I hadn’t thought about some of that. ”

Agent: “There are a lot of ways I can add support, but not all of them would be useful to you at this time. Perhaps you and your wife could brainstorm some ideas together about what you need and don’t need. How would you feel about doing that?” (Now I’ve asked him to do something, but not for me or with me. It’s a way of getting him to take action.)

Seller: “I think that’s a great idea.”

Agent: “OK, good. I’d like to continue our conversation after you’ve had a chance to talk with your wife. Would that be helpful?”

Seller: “Sure, I’ve enjoyed this.”

Agent: “Wonderful. So what’s the best way for me to follow up with the support you and your wife are going to brainstorm about?” (I’m only closing on action he’s already agreed to do. I’m not offering him a CMA or to clean his garage)

And so on.

Your role as a consultative salesperson in a conversation like this is to be a sounding board, not to give answers or explanations. It’s to follow a protocol of asking a certain kind of question by using a question chain technique to help the prospect explore his situation. Your protocol gently deflects the prospect in a direction that helps him make decisions. This is a highly consultative approach that supports a prospect in making decisions that are right for him. It is also shrewdly effective for you as a real estate salesperson. You might call it the yin/yang of the sale.

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Source by Linda Schneider

Sell Your House Without an Agent: A Step-By-Step Guide

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Do you really need a realtor these days? Yes and no. Yes, you can absolutely sell your house yourself, No, it’s not as easy as you think, but below I will outline how to do it, should you decide to go that route.

With the emergence of sites like Zillow, Redfin, and Trulia, the real estate industry has switched from a Need-based to a Knowledge-based industry. You no longer NEED to hire an agent, in fact with many agents you could do better doing it yourself. A good realtor will know how to negotiate, will be a community expert, great marketer, and very knowledgeable with regards to all standard contracts and state forms.

If you know just enough to get yourself in trouble, you will get yourself in trouble.

Here are my steps to a successful FSBO (For Sale By Owner)

1. Determine your market value. You can obviously familiarize yourself with what is selling in your area by visiting Zillow and such, but pay $30 for a Comparative Market Analysis (CMA) from smartzip, to help properly valuate your property. A CMA will provide you with comparable sales and active listings. You need to be informed if you are negotiating with a potential buyer.

2. Pay an MLS-only type service about $300 to list your house in the MLS and offer at least 2.5% to any buyer’s agent that brings you a buyer. Use pictures from an experienced real estate photographer (yes it matters) and stage your home if vacant or make presentable if you still live there (yes, that matters too).

3. List your house on Craigslist and forsalebyowner.com using postlets or vflyer to create a virtual flyer.

4. Put a sign in your yard with color flyers (you can put some black and white as back- up) and a web address linking potential buyers to your home.

5. Run a Facebook ad campaign targeted at women engaged or married between the ages of 25 and 35 in your area, and create a Google AdWords pay-per-click campaign for the keywords “[neighborhood (not city) name] homes for sale”, Enter specifics better than just the city name.

a. Ex’s.

I. Black Gold Properties for sale

ii. Yorba Linda High School Home

iii. Horse Property for sale

6. Enlist a good Escrow Company to help you with the transaction (this will cost you on average about 1% of the purchase price). The escrow officer is the “quarterback” of the transaction. A good one will make all the difference in the world. If your buyer is represented by an agent, they may insist on using their escrow agent. If you know your escrow agent to be a good one, don’t let them talk you into using theirs. Here in Yorba Linda and Anaheim Hills, the seller typically chooses the escrow companies.

7. Price it Right! If you are not getting a lot of feedback in your first 3 weeks. This is an indication that your house is overpriced.

8. Disclose, Disclose, Disclose. The standard California Residential Purchase Agreement (RPA) used by any agent (at least a competent one) will require you to have all disclosures to the buyer with 5 days of when their offer was presented to you. Disclosures will be different based on the property being sold. Your escrow officer may be able to help you with this.

9. Ask buyer to remove their contingencies (if they have any). Contingencies are typically removed after 17 days of accepted offer, but again depends on what is written in the contract. Read and Understand the contract, before accepting any offer.

Selling your house without an agent is akin to setting up your corporation or living trust on LegalZoom, sure it can be done and save you money up front, but you never know what it will cost you down the road, or what small mistakes may hurt you.

Educate yourself and selling your house without an agent can definitely be done.

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Source by Mark Korte

Lease-Option and Rent-To-Own Properties – 11 Ways to Find Them When They’re Not on the MLS

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Lease-options (also known as rent-to-own, and similar to lease-purchases or land contracts) are a good way to find properties to buy when you can’t buy traditionally. Perhaps you have poor credit, or no down payment. Or maybe you’re not sure about a new neighborhood, and want to rent before buying. The problem is: Lease-options can be difficult to find. Many aren’t listed as “lease-options” on the MLS (“Multiple Listing Service”–the real estate databases used by Realtors), and others are not on the MLS at all. Here are some little-known ways to find a lease-option when they are not listed on the MLS.

But, first, the fundamentals:

A lease option combines a lease for a piece of property and an option to buy the property at some point in the future. There’s no one “standard” lease. But the lease can be typical for your area. (The secret to this technique lies in the option.) The lease says that the tenant has the right to occupy the property for 12 (or 24, or whatever you choose) months, paying rent of $x a month. It contains the same basic provisions as any lease: keep the property clean, no illegal activities, pay rent on time, etc. There isn’t anything unusual about the lease.

The magic is in the option. The option gives the tenant-buyer (the renter who may become the owner) the right to purchase the property for a specific amount in a specific time frame so long as he obeys the terms of the lease.

So those are the fundamentals. The problem is: How do you find them? If you go to a Realtor, he/she isn’t going to find many–if any–on the MLS. But don’t let that stop you. There are many, many of them out there. You just need to know where to look.

Non-MLS Rentals

Many rental properties-single-family homes, townhouses, and condos-are rented out directly by the property’s owner. Remember, as we pointed out above, that many owners are “reluctant landlords.” All the points made above apply to non-listed rent-als. In addition, these owners are facing the hassle of dealing with calls from many “tire kickers” and less-than-serious callers. So, many get frustrated pretty quickly.

And the person seeking a lease-option has another advantage: The ability to speak directly to the owner. Now, technically, even if a property is listed with an agent, you can speak directly to the owner. But the owner has decided to use a real estate agent, in part, to avoid all that hassle. It’s poor form, and usually not a good idea, to try negotiating directly with a seller when that seller is represented by a real estate agent. In the case of non-listed rentals, there is no such buffer. You can call and, in most cases, speak directly with the owner.

There can be another advantage, too: Not having to deal with a real estate agent who doesn’t understand lease-options, doesn’t “believe in them,” or thinks that he or she is protecting the owners’ interest by not accurately presenting your offer to the owners.

You can find these properties in the classified ad sections of newspapers. You can also find them on online services such as Craigslist. And you can find them by looking at bulletin boards at your local supermarket or other locations. And if you can’t find enough by looking, then place your own ads in the newspaper, on Craigslist, and on bulletin boards.

Here are some clues to properties that might work out as lease-options:

For Sale by Owner (FSBOs) Properties

These are properties that the owners are trying to sell themselves. People often try to sell properties themselves for two reasons: In a seller’s market–when there’s more demand than supply–FSBOs figure that the house will pretty much sell regardless of who the agent is, how much marketing is used, or even the price of the house. So why, FSBOs wonder, should they pay an agent 4%, 5%, 6%, or even more when all it’ll take is a “For Sale” sign. In a seller’s market, it’s very difficult to find lease-option properties, especially among FSBOs.

The picture changes sharply in a buyer’s market-when there’s more supply than demand. In a slow market, some sellers think they can’t afford to pay an agent’s commission. They think that they’ll end up with more money in their pockets if they sell the home themselves. They’re often wrong, but that’s their strategy.

One other thing to keep in mind about FSBOs: The asking price of their house is far more likely to be too high than too low, or even properly priced. In part, they don’t have access to all the tools a real estate agent does. In part, they’re emotionally attached to their homes.

Sometimes, they had an appraisal on their property for one purpose, such as a refinance or home equity line of credit (in which cases, the appraisals tend to be on the high side), and they think that the appraisal was an accurate reflection of the value upon resale. It isn’t. And sometimes they’ve used one of the many online services, such as Zillow, to price their homes. Those services sometimes are reasonably accurate. Often, they’re not.

So, in any market, hot or cold, FSBOs are likely to be overpriced. And in a slow market, that means most will sit there and just not sell. That’s why you, the buyer, should have a real estate agent on your “Dream Team” even if you’re planning on finding the property yourself. Your agent can quickly tell you whether the price being asked by the seller is reasonable.

When dealing with a FSBO, a lease-option buyer can offer closer to what the FSBO actually wants. The catch, of course, is that the sale will occur a year or more into the future, not today. If the FSBO needs all of his equity out of the property, this strategy won’t work. But if the FSBO can wait a year or two, there are golden opportunities for the lease-option buyer. The tenant-buyer explains to the FSBO that he can pay what the FSBO is asking (or close to what the FSBO is asking). Just not right away. It’s the same basic strategy that’s used above, for listed homes for sale. But now you can make your case directly to the seller.

Owner-Advertised Lease-Options

Sometimes owners will advertise lease-options. They understand the benefits of lease options to them-immediate cash flow, often at higher-than-market rent, plus a good opportunity to sell their homes-and decide to try it themselves. You can find these anywhere owners advertise-local newspapers, bulletin boards, Craigslist, and so on. In structured formats, such as newspapers and Craigslist, look under both properties for rent and properties for sale.

Owner-Advertised: Other Delayed Purchases

Be sure your agent also searches using other terms that describe similar structures. These terms include “lease-purchase,” “rent-to-own,” “rent-to-buy,” “land contract,” and “contract for deed.” In each case, the owner is signaling that he or she wants to sell, but is willing to wait for the sale occurs. Some of these techniques, and some of these terms, are more often used in certain areas of the country than others. So search for them all.

Owner Financing

Search for properties on which the owner is willing to hold financing. This means the owner is willing to act as the bank. He doesn’t need all the money at closing. He’s willing to take payments over time while the tenant is living in the home. And many owners don’t have the lending criteria as strict or inflexible as the big banks.

But don’t stop there. Remember: A lease-option couples a lease with an option to purchase. So look for owners who are trying to rent their properties but are open to selling, or for owners who are trying to sell, but are open to renting.

Properties for Rent and for Sale

The first step is to find properties both for rent and sale. Even if they’re not listed as “lease-options,” owners are willing to lease and sell. All you’re asking is that they lease now and sell later.

Former “For Sale” Properties Now Listed for Rent

These might be properties that had been listed with a real estate agent, or properties that the owner was trying to sell himself. It doesn’t matter. But the house didn’t sell, and now it’s up for rent. These are properties that the owners really would like to sell. But they weren’t able to, so they’re will-ing to rent. Again, you’re offering a solution to their problem. You’re willing to rent now, and may be willing to buy later.

Former Rentals Now for Sale

Along the same lines, look for properties that first were listed as rentals, but now are listed for sale. There probably will be fewer of these than those first for sale, now for rent, but it never hurts to look. These, too, are properties that the owner is both willing to rent and to sell.

Thus far, we’ve identified properties that we know the owners have been willing to both rent and sell. Now we’ll move on to owners who might be willing to both rent and to sell.

Vacant Houses for Sale

Start with owners who are trying to sell, and whose house is vacant. These owners may have bought a new home, but haven’t yet sold the old one. They’re paying two mortgages-usually an uncomfortable situation. You can help out by providing a quick revenue stream–your rent payments–while offering the possibility of a sale in the future. If you’re able to, target the properties that have been on the market the longest.

Rentals

You’ll find more prospects among owners who are renting out their homes. It may be their former primary residence, and they’ve moved on to a new home. Or it may be a property they’ve held as an investment property for awhile. It’s important to remember that many owners are “reluctant landlords.” It wasn’t their original intent to rent out their property. They don’t particularly enjoy the whole rental process, and they don’t like the hassle of dealing with tenants. But somehow they’ve become landlords and they’re trying to make the best of it.

For these owners, the solution you’re offering is the immediate gratification of a rental, and the longer term possibility of a sale. It may help if the property is vacant, but even reluctant landlords whose tenants have given proper notice, and haven’t moved out, may be eager to end their landlording hassles.

Investors

Some investors put together lease-options, then market the lease-options to tenant-buyer with a markup. These are called “sandwich lease-options” because the structure resembles a sandwich: An owner on one side (one slice of bread in the “sandwich”) lease-optioning the property to an investor; the investor in the middle (the meat in the sandwich), and the tenant-buyer on the other side (the other slice of bread in the “sandwich”).

So those are many of the ways you can find a lease-option or rent-to-own home even when the property may not be listed on the multiple listing service. And the point worth repeating is: Some homes will be “advertised” as a lease-option. Many won’t be. You’ll reduce or eliminate your competition by looking where others aren’t looking.

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Source by Don Tepper

Be Careful with Cars for Sale by Owners

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You need to be cautious of the advertisement on the community bulletin board that reads, “cars for sale by owners”. It would be wise to read the whole ad so that you can determine if it is indeed legitimate. People who are offering used cars for sale by dealers and those listings that purport to being cars for sale by owners often turn out to be unreliable.

About eight months ago, I was shopping for a used car. I came upon a most useful and effective category, “cars for sale by owners,” on Craiglist, the most wonderful of no-charge community bulletin boards online. However, all I found were appealing deals I couldn’t afford, affordable deals that included cars with no engines, and no pink slips. There were also no responses after I went out of my way to visit the owners, test-drive and check the vehicle, and call back as requested with an offer.

I also found advertisements that were clearly for automobiles and trucks offered by a dealer and confirmed by the dealer’s business information. However, I was suspicious because an ad for a 1970’s Chevy Truck had contact information that includes four phone numbers, and a distinctively misspelled detail. To make it worst, I found separate ads for a Ford F-250, a Chevy Nova, and a listing for two commuter cars that had the same contact information, those same four phone numbers, and that same distinctively misspelled detail, after I did a search of over 1,000 cars for sale by owners.

I’m sure that the guy behind those ads was fraudulent. The cars and trucks existed, and they were presented with photographs. However, the background in every one of the photos was the same and the contact info and details were also the same. This means that the supposed cars for sale by owners were really listed in the wrong place intentionally, by a guy who wanted the benefits of a used car salesman but did not want to pay taxes.

This person was obviously not very smart because he used the same identifiable info and just smashed it all into cars for sale by owners. He wasted serious buyers’ time and energy because of his acts. He also gave the already dubious characters of the used car business a more negative identity.

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Source by Morgan Hamilton

For Sale By Owner – You Can Do It!

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Need to sell your home? In today’s market “for sale by owner” may be the best way to sell. Trust me, it doesn’t take a rocket scientist to be successful at selling your own home. The information in this article may provide you with in-site you may not have had before. You can do it yourself!

Prepare your home for buyers. New paint helps and is not expensive. Make sure it is clean, clean, clean. Most important and most over looked by sellers, you need to get rid of the clutter, inside and out. Less is more! Rent a storage facility or have a garage sale but get rid of the clutter. Less furniture makes a room look larger. Over stuffed closest are a real turn off to buyers who ALL want plenty of storage space. Get rid of all the nick knacks.

We all know how important curb appeal is. Get those yards cleaned up, front and back! Remember, an appraisal has pictures of the back yard as well as the front. I know this sounds silly but a junky back yard tells an underwriter a lot about your home’s interior and maintenance routine. A buyer may over look it but the appraiser and lender do not.

Next, get a home inspection performed. An inspector will check the structure and systems in your home. He may find things you are not aware of. It is better to find and repair these issues before the buyer’s inspector does.

Make sure you price it right. Spend the money to get a professional appraisal performed by a HUD approved appraiser. Do not rely on a real estate agent’s market analysis. These are seldom accurate and many times an agent will just blow smoke by telling you what they think you want to hear.

Go sit down with your local mortgage broker. He has a wealth of knowledge you need to take advantage of. Most mortgage brokers have free FSBO programs that will help you immensely. It is important that you know what your costs will be based on the type of loan the buyer acquires. Did you know that a VA loan could cost you much more in closing costs PLUS home repairs that probably are not required by other loans? Will your home qualify for a FHA loan without making very costly repairs? If you are on a tight budget and need every possible dime out of the sale of your home you may want to negotiate in the contract that the buyer gets conventional financing.

A mortgage broker will also teach you the critical areas you need to watch in the sales contract. He may even provide you with blank contracts and other state mandatory disclosures required when you sell your home. Most brokers will even create your home flyer and more important, your financing options flyer. Perspective buyers want to know two things: how much will my payments be, and how much money do I need to pay down plus closing cost.

You should list your home on a “For Sale By Owner” web site. I want to caution you here. A lot of these sites try to charge you a lot of money for things that do not/will not help sell your home. Homebuyers DO NOT spend hours searching “For Sale By Owner” web sites. They work with real estate agents, read the papers, and drive on the streets in the neighborhoods they want to live in.

The advantage you get by listing your home on the Internet is that you put the URL in your newspaper ads, your flyers, and on your yard sign. Then when a buyer drives by your house or sees your ad they can go on the Internet and see pictures, amenities, and the price. If your house fits their needs and their budget, they will call you. If not, it is less of a bother for you. It can be very frustrating to let lookey-loo’s in your home week after week. Don’t you really only want truly interested buyers at your door? There are many free FSBO websites on the net. Check it out.

With all this said, the rest is just common sense. You Can Sell It Yourself!

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Source by Connie Sanders

Why Use a Land for Sale Website to Help Market Acreage?

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Why use a land sales site to advertise land? Typically most real estate agents specialize in residential sales. This is due to residential being the predominate sale in real estate and the fact that home generally sale faster than land. Homes sell faster because there are many more available buyers for homes than for land land even in a down market. However this means that most agents and the MLS or multiple listing service they use is geared toward getting homes advertised and sold. Land requires a different approach than homes since there are many features and value variables in land that have little or no application to homes sales. Some but not all of these are; timber value, road frontage, lay of the land or topography, land use, zoning, wildlife species and hunting, mineral rights and many others.

The land for sale sites tend to highlight these features and allow online buyers to search on them where the typical real estate agent or homes sales sites will not have that ability or will minimize it a great deal. Some have no land for sale searches at all which is not much help! Therefore the land sales agent or the landowner should consider using a land for sale sites to hep market their land or their home with acreage.

Some of the land for sale sites actually feed the property ads on to other classified real state sites like HGTV Front Door, Oodle, Vast and to social sites like twitter and Facebook. The best ones are also indexed in the top 10 on Google or other search engines for the top search terms like land for sale which is used in a high percentage of land buyer searches.

If you are a real estate agent or land seller remember advertising is crucial to getting property sold and a great way to help in your marketing program for less than the cost of one newspaper ad is to join a top land for sale advertising site.

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Source by George Farmer

How To Properly Use FSBO SIGNS

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My intention in writing this article is to show you how to properly use FSBO signs. For Sale By Owners, FSBO, continually put home-made signs in their yards that they’ve purchased at local merchants, or chain stores. I’m sure you recognize them by their red and white color scheme and hand-written owner info on them.

The ones that arouse the most curiosity in me are the ones that put so much information on them in that horribly runny, black, felt tipped-pen, ink. You, I’m sure have seen them, they project the owners name, then the owner’s phone numbers, followed by the price, followed by any other notations that the owner think passer by motorist and prospects would want to know.

I mean, is this silly, or what, let’s consider what the passer by views as they go by:

The more information, the smaller the characters, on the sign, meaning the viewer must have eagle eyes to see it all, even if they stopped in the middle of the street and were able to memorize what they saw, or were at the least able to write down that information on a piece of paper, or pad they carried with them.

How many of your prospects that walk or drive by would be capable of doing that and carrying all that information back to their home, or place they’re staying so they might be able to study it and put it to good use? My guess, not many.

The average prospective buyer drives their chosen neighborhoods in search of homes that attract them, initially by their looks from the street, then the looks of that neighborhood, or vise versa. It’s a human quality, most humans have. That’s where the old adage comes from that, “You Never Get A Second Chance To Make A First Impression”.

People will be very judgmental on that first look, no matter what they’re seeing for the first time, so let’s be very frank in our discussions of yard signs!

A yard sign is ONLY the second thing that people notice, coming by your home, their first impression, good, bad, or indifferent, IS your home and ONLY if they are impressed by it, will they pay ANY attention to your yard sign.

Now then, as to your yard sign, it should be about 2′ X 3′, in size (that’s about the size of a real estate company’s signs). And rather than the paper, or card board signs those local and national merchants try to sell you that you can then use your magic marker on and watch sun-fade, or bleed through til it’s unrecognizable, call on a local sign maker, or print shop (or even shop them on the internet, you can find everything else there) and order a custom corrugated plastic sign with vinyl lettering from them.

For that size sign, real estate companies will pay generally $20 – $40. on an individual basis, that will include a metal stake that holds the sign to the ground.

That price might vary, company to company and state to state, but if you look hard enough, those prices can be found, by the individual.

Now that you have a sign, let’s discuss what would be advantageous to put on it?

The potential buyers WILL be impressed by your home, lest they wouldn’t be looking for more information about it, but unlike the sign, I talked about in the beginning, don’t overload it with content!

The most effective signs, I know that receive the most amount of activity are ones that have less information on them (less is more in this case) and rather than red & white, black letters on a yellow background field are the most eye catching.

On that yellow background, put, only the words:

QUICK SALE ON THIS HOME SAVES MONEY

ALL INQUIRES WELCOME

http:Facebook.com/pinewoodcove

(YOUR HOME’S STREET ADDRESS)

Cell # 555-555-5555

Now this information offers much more information:

  • You’d like to sell your home quickly
  • The more rapid the sale, the more money the buyer saves
  • It states, every buyer is welcome, including, real estate agents (you’re prepared to pay a commission for their buyers, as well as buyers, without the benefit of a real estate agent (think investors, roaming the neighborhoods).
  • put a website address up, i.e., Facebook, or any other similar one that allows you to put pictures on, that you can direct people to & be sure there are pictures on it of the inside of your home to show them and they can refer others back to. At the VERY LEAST, put your email address in this place, so that they can contact you without you need to be home.
  • And most importantly, offer them a phone # (preferably a cell#) for the interested prospects to call for whatever information is pertinent to them.

All that other information is irrelevant, if that prospect is curious enough to have questions that need answered and willing enough to make a simple phone call, or write an email, or got to that website page to satisfy themselves of their answers.

Be prepared, if the prospect can close their offer (hand you the money and close the deal at a lawyer’s office, or abstract company) within 2 weeks (put in your own time-line here, an all cash sale closing by an abstract company can take as little time as 2, or 3 days). For that “quick sale” be prepared to offer that buyer a 2 – 5% (fill in your own % here, from your negotiated selling price), but realize that for this benefit to you, 5% is not an outrageous benefit to give to the buyer.

Without this “quick sale” let the prospect know what price(your list price) you would want to sell your home for.

There are other common questions that can be answered over the phone and by writing the answers down, after the first few calls, on a sheet of paper, it will serve you well in being able to quickly answer any future calls.

Some, but not all of those common questions might be:

  • How much are your utilities for the year
  • How old are the appliances in the home
  • What schools could children attend, in your neighborhood
  • Do you have wood floors and if so in what rooms are they
  • How old is your heater and air conditioner
  • How old is your roof
  • Are you on a septic tank, or city water
  • etc.

Don’t worry, there will be several other questions that they’ll think of, but if you think of the information you’d like to know when you’re buying your next house, I’m sure you can come up with some others of your own.

Keep all these things in mind while making your yard sign and getting ready to tackle selling your own home. You’ll do just fine.

  1. Don’t overload your yard sign with so much content, it’s unreadable
  2. make your sign approximately 2′ X 3′ and don’t use red and white (yellow field with black letters are best
  3. Let ONLY the interested prospects call you ( it cuts your wasted time with uninterested prospects down)
  4. Be prepared when they do call, write down a list of questions and be prepared to answer them
  5. Be sure to get them inside your home by asking them for an appointment
  6. Place it (or them, corner lots, deserve two signs, or more) in the most visible area of your yard from the street.
  7. And be sure to enjoy the process!

Immobilienmakler Heidelberg

Makler Heidelberg

Immobilienmakler Heidelberg
Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
Wir verkaufen für Verkäufer zu 100% kostenfrei
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Source by Ray Morgan

Is It Better To Sell Your House To A Property Manager?

Kostenlose Immobilienbewertung

Property agents are what many people know and they help you with the selling process by handling interested buyers and handling the transactions all the way to closing after which you get your money for the sold property. In some cases this is a process that can take long because it means waiting until a buyer who is interested enough and likes what he sees comes along and is willing to go all the way. Depending on the location of the house and its current condition and other factors, it can take a considerable length of time to sell even though you eventually will sell.

Fortunately, apart from the property agents that can help you sell, there are property companies and managers that actually offer to buy the property directly from you easing up the process for you. Usually the condition of your home is not a factor because they buy it as it is and within a very short period of time so you can get your money fast and easy. This type of managers and property companies are becoming very popular and you might be wondering why it is better to sell your home to them. Here are some of the reasons why they might be the best path for you to take.

1. The property buyers close the deal as soon as you reach an agreement on the value of the house. This means if you do not have the luxury of time to wait until you find a willing buyer, you can still sell and go ahead with the other plans you have. They are the ultimate solution when you need money urgently or need to sell and relocate immediately.

2. They managers do not have any restrictions when it comes to the condition or location of the house. They simply value it according to the current state and give you the amount it really is worth without you having to make any renovations or repairs. They handle other property issues after the property is under them. This is nothing compared to individual buyers that want everything to be in top shape before they agree to buy the house, meaning you would need to do repairs and make all necessary changes within the property for sale.

3. The managers offer faster transactions. They are experienced in what they do and will therefore make the process as quick and easy as possible for you. You do not have to worry about long closing processes you might not have time for. Some are so good that they can do the survey, valuation and close the deal within a day and you will have your money to continue with any plans you have.

4. They offer very discreet services. Selling your home is sometimes not very pleasant, especially when you are forced by circumstances that are not very good to do so. The best thing about selling to the property managers is that the process remains short, discreet and very private to protect your interests.

Immobilienmakler Heidelberg

Makler Heidelberg

Immobilienmakler Heidelberg
Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
Wir verkaufen für Verkäufer zu 100% kostenfrei
Schnell, zuverlässig und kompetent


Source by Jovia D’Souza

7 Simple and Easy Tips on How to Sell Your House Quick – Getting Your Home Ready to Sell!

Kostenlose Immobilienbewertung

One of the most important things that a buyer would look for in a home is the cleanliness and overall appearance. A clean, organized and attractive home would leave a lasting impression on any potential buyers. If you want to sell your house quick, keeping it neat and clean will help speed up the sale of your property.

Here are some easy-to-do cleaning ideas which will greatly help you sell your house quickly:-

1. Shampoo your carpets to get rid off stains and unpleasant smells. Use the right amount of shampoo on your carpet and always make sure that windows and mirrors are thoroughly cleaned. This will allow more light to enter your home thus giving it a fresh ambiance.

2. The kitchen is the most important area in the house, therefore this should be kept clean all the times. Take time to wash your stove or oven and have the top and the underneath of the stove burner clean. Kitchen equipment and appliances such as your fridge, dishwasher and all other appliances should also be cleaned by wiping it with a clean cloth.

3. Keep your blinds and window fittings clean by removing the dirt and stains from them. Doorknobs and light switches should be cleaned from fingerprints and trash cans should be thoroughly cleansed and should be put properly in its designated area inside your home.

4. Prospective buyers might sneak into your closet so you better have your clothes neatly arranged, so it looks as spacious as it can be. Also, make sure that your closet smells good. You don’t want prospective buyers to smell a foul odor coming from your closet, do you?

5. Ask a trusted friend or neighbor to check the smell and the odor of every room in your home. Since it is your home, you are already accustomed to its smell, therefore a friend or a neighbor’s judgment might just be of help. Spray some air-freshener or put some scented candles into every room to make sure they smell good.

6. Put away all books, paperwork, magazines and all other things that make your home messy and untidy. Get rid of items that are no longer useful. Keep them in one place and organize them properly. Have your furniture rearranged so your home looks as spacious as possible.

7. Make sure that every room in your home is well-lit. Add some high voltage light bulbs in rooms that are seemingly darker. The more lit up a room is, the cleaner it will appear.

These are the very basic things most people fail to do. Remember, for you to sell your house quickly, you need to put some hard work in. Cleaning is the easiest and the cheapest way to improve your house. It only requires a little of your time and effort. More often than not, people would consider buying a home that is well-lit, clean and spacious, for the most part.

Immobilienmakler Heidelberg

Makler Heidelberg

Immobilienmakler Heidelberg
Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
Wir verkaufen für Verkäufer zu 100% kostenfrei
Schnell, zuverlässig und kompetent


Source by Sam Renstaff

Use Openhanded Selling to Get Through Real Estate Objections

Kostenlose Immobilienbewertung

A Realtor friend of mine called me to bounce some ideas off me. Her buyer was balking at putting in an offer. The property had 90% of everything he wanted in a home, but that last 10% was bugging him. There was a deck that cantilevered over a canyon, but no yard. She wasn’t sure what to say to him to get him to act. In her circumstances what would you do? Here are a few things she was considering:

  1. Tell him the market is changing and this is the best opportunity to get a great property like this at a low price.
  2. Hint that the seller is willing to help a little more on the repairs.
  3. Explain that he still has 17 days to think about it before contingency removal.
  4. Point out that there’s another offer coming in (which was true).
  5. Remind him about the 90% he liked the property, and make a few suggestions about remedying the remaining 10%.
  6. A mixture of all of the above.

After she went through this list with me, I asked her what solutions he had for the lack of yard.

  • “What do you mean?” she asked me.
  • “Did you ask him what he was going to do about there not being a yard?”
  • “No,” she said.
  • “Well, ask him. Say, ‘I know you’re concerned that there’s no yard. How will that affect your lifestyle if you buy this house?‘”
  • She said, “I don’t want to ask him that. What if he decides not having a yard would really mess with his lifestyle?”

This is a common fear reaction that salespeople have when faced with a buying concern or an objection. We don’t want to talk about it, just in case that makes them lean towards saying no. But really, people are not that shallow. If you encourage them to talk about the challenges, you’ll have a better opportunity to ask other questions that turn them towards the positive. For instance, suppose this buyer says that by not having a yard, he won’t be able to garden. Well, then ask him about gardening: “What kind of gardening do you like to do?” Eventually, if he doesn’t make the suggestion himself, ask him what kind of gardening he could do with containers. Maybe share a little information about container gardening (if you know anything).

Handling Objections Openhandedly

To handle objections by letting the prospect find his own solutions, you need to be able to do four things:

  1. Fully develop the problem and understand why it’s a problem.
  2. Know where you want the sales conversation to go so that you can guide it there.
  3. Have the skills involved in intelligent influence so that you can help him process his thoughts.
  4. Use your expertise to ask questions that help him think about his problem from new perspectives.

This Openhanded Selling approach will get you through most concerns without needing to have the perfect counter-argument at the tip of your tongue.

Immobilienmakler Heidelberg

Makler Heidelberg

Immobilienmakler Heidelberg
Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
Wir verkaufen für Verkäufer zu 100% kostenfrei
Schnell, zuverlässig und kompetent


Source by Linda Schneider

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