Sell Your Home on Your Own – Do You Have What it Takes?

As the real estate market dips, it can be more attractive to sell your home on your own then hire a real estate agent. A real estate agent will take up to 6% of your home’s value in commission. This can get expensive, and in today’s economy, you want to save as much money as possible. But can you really sell your house by yourself?

It’s actually not as hard as you might think. The most difficult part is the paperwork. However, this varies from state to state, and even from city to city.

Step 1 – You’ll want to check with your local municipality to see what their regulations are in signing over a title.

Step 2 – Before you list your house, you want to make it ready to sell.

Clean up, repair it, and basically make it look as nice as possible.

One thing that can help is putting some items in storage.

This makes your home seem less cluttered and more spacious.

Step 3 – Next, you need to decide how much to list your home for. If you price it too high, you won’t have anyone interested. If you price it too low, people will think there must be a problem with it. So look at what other houses in the area are selling for, and price your home accordingly.

Step 4 – Finally, you’ll need to list your house. There are several ways to do this. You can list it online at realtor websites. You can list it in newspapers. You can even list it on Craigslist. The more places you list your house, the easier it will be to sell your home on your own.

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Makler Heidelberg

Why You Should Hire a Realtor

There is so much information out there, especially with the internet. Many people may think getting a real estate agent is not really a requirement. There are some people who choose to sell their homes through the internet using advertising channels as well as regular channels. As much as this works for some people, some fail miserably without representation. There are many reasons why you need a real estate agent working with you and they include:

Experience and education

When you choose a professional realtor, you will not have to know all there is to know about selling and buying in real estate. Finding the right person is a must. They will know more about how to negotiate and at the end of the day, you will get the best price regardless of whether you are buying or selling.

An agent will cushion you

When it comes to property showings, there is lots of spam involved. When you are buying a new home, the agent will keep the agents at bay and therefore you will not be lied to or misled. The agent will filter phone calls if you are selling. He or she will try as much as possible to get someone who is seriously making an offer.

Knowledge of the surrounding areas

Agents have a great knowledge, especially when it comes to neighborhoods. They can give you detailed information about an area that you are interested in. This is the only way you can make comparisons and decide on where to invest. You can inquire about schools, demographics, or even crime. If they don’t know too much about a place, they know the best places where they can get the buzz from.

Guidance on price

Many people think that an agent sets the property price, but this is far from it. An agent usually guides the clients to make good choices. When the listing is at say 7 percent, then the agent has got 7 percent interest in the sale while the client stands at 93 percent. The selling agents usually ask buyers to consider all the data that has been supplied and then settle on a price. Based on the conditions and demands, the agent now has the task of coming up with a strategy for negotiation.

The market conditions

A real estate agent is the best person who can tell you how the market is like currently. This governs the whole buying and selling process. There are many factors that will determine what to do next. Criteria like average market days, average and median prices, costs of same homes, and ratios of the listed to the sold prices are used to determine what needs to be done.

Networking

The agents are often connected to other people on a professional level. Such people provide all the services needed. There is a legal liability that keeps an agent from recommending someone or a company over others. However, they are aware of the reputation of the vendors in terms of pricing, competency, and efficiency.

The agents can offer you some references, especially when it involves people that they have already worked with.

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Makler Heidelberg

What To Do When an Agent Is Showing Your Home for Sale

Giving prospective buyers an inviting first impression is imperative when selling your house. Most buyers make up their minds about whether or not to buy within the first 90 seconds of viewing. The following tips will help you best prepare, and help you during the showing.

Tidy up

The first order of business when selling your house is to clean it, and keep it that way. Too often, sellers will have the house in showing condition for the first week or two and then they will start to slack off. Be sure the house is in showing condition all the time. If this is impossible for you, ask your agent to request the buyer’s agent to give one hour’s advanced notice before appearing on your door step with the prospective buyer.

Make sure there is no foul odor hanging around

This is obvious, but sometimes we who are in it might not notice. Make sure the house is aired out and has a fresh, crisp feel to it. Also, don’t use overly obvious scent dispensers. If you use them at all – be subtle, there is no point in covering up one smell with another.

Lock up your pets

Lock your pets up in their kennels. If you don’t have kennels, place them out in the back yard. Keep in mind that not everyone loves pets, quite a large number of people are actually afraid of them. If nothing else, it’s a little distracting to say the least when Sparky gets around sniffing the buyers‘ crutch.

Lock up your kids

Just kidding! Explain to them what is going on, give clear instructions as to what you expect from them during the showing, and try to give them something entertaining to do. Better yet, take them and the pets out for a walk.

Lighting

The whole idea of a showing is to romance the prospective buyer into actually buying, and there is nothing like lighting to set the mood – just think of those romantic dinners! Turn on a nice balance of table and floor lights, and mix it in with natural lighting. Include your outdoor landscape and pool lighting, if any, as well as driveways and walkways. At night, a well lit house exudes an impression of invitation, while during the day it will help you avoid dark corners and harsh shadows.

Play music

Create a comfortable atmosphere by playing background music such as smooth jazz or classical music. Make sure the volume is set so it is easy to talk over and carry on a conversation.

Don’t hover

There is nothing worse than following your prospective buyers through the house. Home buyers feel like intruders as it is and are mostly uncomfortable walking around; they will feel uncomfortable opening doors or talking about the house in front of you. The best thing for you to do is to leave the house if you can, if not, stay out of the way and give the agent and buyers space. Don’t volunteer information but answer questions freely if asked.

A word of caution

Buyers in the market for Scottsdale Luxury Homes generally have high standards, but don’t be overly concerned. They do understand that you are, after all, living there! Just do your best to present your house as best you can…and always do what you can to stack the odds in your favor!

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Makler Heidelberg

The Origins of the Six Percent Real Estate Agent Commission

The commission paid to the Real Estate agent is a serious amount of money and a concern in any transaction involving the sell of Real Estate. Where did this six percent commission come from?

The idea of a 6% Real Estate commission being paid to the agent originated during the 1940’s when local Real Estate Boards openly engaged in price fixing to establish a standard rate. This process was an out and out case of an unfair practice, but the 1940’s was a time when the attention of the country was directed to some serious external matters and the idea took hold and spread quickly through the industry.

In the early 1950’s, the Supreme Court ruled that an established 6% commission was illegal. Rather than open up commissions to a more competitive and free market system, the Real Estate Boards merely shifted gears with a bit of fancy linguistic footwork and began to call the 6% commission the „suggested“ amount. During the 1950’s and 1960’s, they managed to get away with this practice without much trouble as the majority of real estate agents complied with the suggestion.

In the 1970’s lawsuits brought against the Real Estate Boards effectively put the skids on this practice. The Real Estate agent’s commissions were opened up to competition without the Boards either being able to mandate or even suggest 6% as the carved into stone rate. However, the rate did not alter very much in the years following these court cases. Although the rate may not have been carved into stone, it was pretty much established in the Real Estate market as a standard.

Generally, competitive markets benefit consumers. As long as someone is willing to offer a discounted rate, it would seem that the consumer stood to save money. However, the proponents of a standard 6% rate commission point to such things as health care to argue that the standard rate may actually be helping the consumer by holding the commission down to 6% rather than propping it up to that level. Although the cost of health care is not regulated, the general trend has been straight up off the charts.

Real Estate agents would be quick to point out that if you were to take a close look at just about any service or product being offered or sold in the 1940’s, you would find a very serious increase in cost to the consumer. Except for Real Estate commissions which are still right around 6%. The amount being paid to the agents has increased greatly merely because the value of the property being sold has increased. Today, the internet has been responsible for a few chips in the rock of the 6% commission by offering some straight fee or reduced rate services that allow the sellers to list their own properties. The results are still mixed and the 6% commission is still the standard.

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Makler Heidelberg

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

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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Makler Heidelberg

Advice for Buying a Home

Prioritize Features

The first thing that you need to do, when you decide to buy a home, is make a „wish list“ of the things that you want to have. For example, you might like to have 3 bedrooms and 3 bathrooms. You might want to have a finished basement, or a balcony. Writing down all of the features that you want your home to have will help you to identify your dream home, and it will help your real estate agent to narrow down which homes to show you.

Also included in your wish list should be things like ideal distances from schools and work, as well as a reasonable range for utility bills, etc.

The next thing that you will need to do is determine a manageable budget. This will be made up of two numbers: (a) the down payment that you will be able to make on the house and (b) the amount of money that the bank will lend to you in the form of a mortgage. You do not have to live strictly by your budget, however, because a real estate agent might be able to get you a better price than what is listed on a home, in order to make it more manageable for you.

Real Estate Agents

The next step in buying a home involves hiring a real estate agent. While you will be able to buy a home independently, it is advised that you hire a professional to help you with the process. A real estate agent will be able to help find homes that you might be interested in. They will also help you through seeing houses, and making an appropriate offer on a home. Finally, they will help you bargain, to get your dream home for the right price.

Looking for a House

Your real estate agent will help you to look through listings, and show you homes that accommodate your needs and your wish list. They will then take you through the houses that you choose, and point out any advantages or disadvantages that one house might have over another.

If you find a home that you are interested in, you should proceed with having an inspector look through it. Choose your inspector carefully though, because they are looking for flaws that you will have to deal with, if you don’t first point them out to the seller.

Making the Offer

When you put in an offer to buy a home, you should understand that you are taking the first steps towards forming a contract with the seller. For this reason, you will want to include the following things with your offer:

  • The money you are offering
  • How selling your current home will fit into the equation
  • Who has title to the property
  • The results of the house inspection
  • What is included with the house

If the seller accepts your offer, you will then enter into a sales agreement. More than likely, however, the seller will present you with a counter offer, and you will enter a bargaining stage until you come to an agreement.

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Makler Heidelberg

Zillow Vs. The Chicago Real Estate Appraiser

I recently read a really interesting blog article from an appraiser in Philadelphia titled „Zillow vs. The Coyle Group“. In the article, Michael Coyle analyzes over 20 of their most recent appraisals and compares them to what Zillow says they are worth via it’s Zestimate. With sites like these appearing to be gaining popularity with consumers over the last few years, I thought I would do my own analysis.

The results may surprise you, they did me. Of the 20 properties analyzed, many of which were recent sales, Zillow differed from the appraised value by more than 5% on 16 of them and the average difference was 20.16%! And the four that were within 5% were recent sales in the last 6 months. That means on an average $300,000 home Zillow’s value estimate is off by an average of $60,000. Another interesting statistic is that it was high/overvalued 10 properties and low/undervalued 10 properties. To further substantiate my results I compared them to The Coyle Group’s and noted that they found an average difference of 18.95%.

When digging deeper into the individual properties, I was unable to determine what exact factor lead to some of the biggest discrepancies. For example, the Glencoe Colonial property is currently an 1100 sq. ft. split level that is going to be torn down and a new 3200 sq. ft. home built. It is listed for $1,199,000 (the exact Zestimate value) and is under contract for around $1,050,000. This would lead me to believe that Zillow is giving the MLS list price the most weight and ignoring the actual property characteristics. However, the Zestimate was off by 41% on the Portage Park bungalow which was listed for $460,000 and sold for the same price. In this case, why would the Zestimate be $273,265? It must have ignored the list and sale price when it appeared to rely exclusively on list price on the Glencoe proposed construction. Yes, I’m scratching my head as well.

While I am not here to breakdown Zillow’s method or algorithm used for determining values, I do want to caution the prospective homebuyer/seller about relying on Zillow’s values and advise that you hire a certified appraiser to ensure that all factors have been included in the opinion of market value. This will prevent you from listing your home too high which could lead to your house being on the market way longer than is necessary. It will also prevent you from listing your home too low and potentially leaving money on the table.

You can read Zillow vs. The Coyle Group here.

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Makler Heidelberg

The Fish Pot is Michael Winner’s Favourite Barbados Restaurant 2007

Every year Michael Winner spends his Christmas holiday in Barbados, staying at the world renowned Sandy Lane Hotel. It is arguably one of the most exclusive places in the world to see and be seen at that festive time of year, with room rates approaching $3,000 per night with a 14 night minimum stay required. Food and drink not included. Release the hounds!

And as he does every year upon his return to London, Michael Winner publishes a Barbados Restaurant Review in the Sunday Times „Winners Dinners“ column. Restaurant managers and owners are known to go into DEFCOM 3, high alert when „Winner, Sandy Lane, 444-2000“ appears in their reservations book. His ascerbic (some claim cruel) wit and take no prisoners style of restaurant reviewing has both fans and detractors agreeing on one thing: you either love him or hate him.

Michael Winner has made more than 30 films in his career as a director. His best known film was probably DEATH WISH, starring Charles Bronson. But his weekly Winner’s Dinners column for The Sunday Times is how he is best known to foodie’s in the UK and USA. He visits the world’s top restaurants and then delivers a tell all recap of what went wrong, right or both.

In his recently published Barbados Review on February 10th, Michael Winner mentioned how the food at Sandy Lane had dipped last Christmas season. However, he still ate 35 lunches and dinners there, only going out seven times. One of the restaurants he visited was The Fishpot – a restaurant he had never visited in the 25 years of coming to Barbados. The Fishpot Restaurant, with its 21 room hotel across the street, is owned by Andrew and Patricia Warden. Winner declared The Fish Pot to be „absolutely terriffic…“

Mr Winner was not so kind to The Cliff, calling it „that so-called great Barbados dump.“ Twisting the knife, he went on to say it was „the most overbooked, second-rate place in the world.“ Ouch. We do not share Mr Winner’s vitriol having dined there recently ourselves with friends. A bit stuffy perhaps, but we were in our own little world and tuned out the little annoyances such as having the water glasses refilled mid sip—less is more, please. We will agree with his comment about the bored indifference cum affected attitude of the twenty something front desk staff but we found it all vaguely amusing in a WHO IS THE EMPLOYEE AND WHO IS THE CUSTOMER sort of way. All in all, more good than bad.

Another restaurant to feel the wrath of his indigestion was Daphne’s, sister restaurant to Daphne’s in London. Mr Winner said Daphne’s „occasionally has reasonable food but the service is so slow everyone complains in high volume.“ We, too, have found the service to be spotty, but GM Marco Pavone works very hard to overcome the island time mentality of some wait staff that is the Achille’s heel for most Barbados restaurants. Daphne’s consistently delivers quality and innovative Italianbbean cuisine and you simply can’t beat the view.

But No. 1 on Mr Winner’s Barbados Hit List was The Fishpot. „You turn left out of Sandy Lane and drive 25 minutes, passing endless hoardings hiding upcoming apartment blocks and foreboding signs on wasteland reading, Prime residential site for sale. Eventually you come to old Barbados. There are little wooden houses, market stalls by the beach, cane fields and an aura of better times.“ That is a Bajan version of MAPQUEST. „At the Fishpot you sit right by the sea, in an old 17th-century fort. It’s tranquil. It’s beautiful. It’s what Caribbean life should be.“

Michael Winner first went for lunch with Richard Hanlon, who he says is his „favourite interior designer“, and was so impressed he returned for dinner with music mogul Lucian Grainge and his wife.

„For lunch the Fishpot had fresh local lobsters, which is more than Sandy Lane could offer at the time. They presented lobsters from Belize which must have been on ice so long all their spirit and structure had departed.“

There is another Restaurant Review coming out shortly and we understand he talks about another of our favourite restaurants, the Lone Star. Winner has long been a fan of Lone Star but you just never know if an ill WINNER will be blowing. We await your words, kind Sir, with bated breath.

Immobilienmakler Heidelberg

Makler Heidelberg

Secret to Selling Your Home Alone

Here is the Secret to Selling Your Home Alone. A hundred years ago when brokers found properties for buyers, they had few guidelines. The greed of some brokers led to many famous stories of deception and dismay where buyers lost money and their dreams. This led to laws and a new attitude in the real estate business. Ethical codes were developed, and agents organized, claiming the name of Realtors in 1949.

The professional real estate agent can be a very important part of buying and selling property. The industry does not fail to promote itself and the many good reasons to hire the services of a Realtor, whether buyer or seller. However, this does not mean you can’t sell your property on your own and save the expense of hiring an agent.

Here’s the secret of making the sale. To sell your property on your own, you must have two major components.

A. a cash buyer or qualified mortgage applicant

B. a place to close the deal

Solution to A. Buyers normally go to Realtors to have properties shown to them. You must attract buyers through your newspaper ad, fsbo signs, or online webpages. And then you must make is easy for buyers to buy.

Solution to B. You will close your deal in the same way as the vast majority of real estate agents: in the office of a title company (or less often a real estate attorney). This title company is the key to selling and closing your house! If you can find the buyer, this company can close the deal.

It also helps to:

1. Be prepared to organize, clean, and show off the property to prospects.

2. Search now for a reputable „title company“ to prepare all paperwork and close the deal.

3. Prepare a sales flyer with info to „sell“ the property’s features and benefits and help your buyer understand and find financing.

4. Qualify your buyers by suggesting they visit a bank or a bank’s website to pre-qualify for a set loan amount. This will reduce the unnecessary showings you have. Why show your house to someone who can’t afford to buy it?

Since you’re the sales „agent“ it is helpful to learn to pre-qualify a buyer!

Here are the pieces to the financing puzzle:

– Purchase Price

– Annual Interest

– Monthly payment

– Months the loan will last

– 28% rule

For example, say a buyer makes 3000 a month gross. 28% is a rule of thumb for what is allowed for a monthly mortgage payment. So 28% of 3000 = $840. This $840 is approximately the maximum mortgage payment the buyer is allowed. This figure includes the loan principal and Interest, plus monthly tax and insurance payments. Using a mortgage calculator, this payment equates to a purchase price of around $150,000 at about 4% annual interest.

You can ask if the buyer intends to finance the home. If so you can tell them up front approximately what the mortgage payment will be. You can look up current rates at bank sites, such as Bankrate.com.

TIP: The Windows 7 operating system includes a calculator that can help in figuring the above calculation for a mortgage payment. Open the mortgage calculator by clicking Start, then type in calc in the search box. With the calculator open, click View, the scroll down to Worksheets and choose Mortgage.

Immobilienmakler Heidelberg

Makler Heidelberg

Example of a Realtor in a Consultative Sales Conversation

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.

Immobilienmakler Heidelberg

Makler Heidelberg

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