Do The Math

Slow Market Blues?

Have you heard the slow market blues being sung in your office?

If you've taken one of my programs, you know that many years ago, during a similar "slow market," I created a system that I now call the Marketability Analysis.  (Some of you may know it as the Salability Checklist.) It was designed to communicate to a seller how they can make their home more saleable.

For example, a listing with an above average commission is more saleable; a listing with a yard sign is more saleable than one without; a home warranty makes a home more saleable, etc.  Sellers, of course, decide on those ingredients. But great agents tell sellers what to decide. The more marketability a listing has, the more saleable it is in ANY market. 

Zig Ziglar once said that when you point a finger at a problem there are three times as many fingers pointing back towards the solution.  If the problem is that your listings aren't selling, the answer may start with the Marketability Analysis.

But once your listing is on the market, there are things you can do as an agent to create marketability, and help those listings sell. Here's a new twist on an old reliable tool, here's the Agent Marketing Checklist.

1. Repeated Buyer or Broker Open Houses        Yes  No
Try variations on traditional Open Houses: Host ' Invitation Only' open house; create a Tour of Homes; do a company-wide Open House blitz; have a Grand Opening open house.

2. Multiple Price Reductions         Yes  No
Just because you have reduced it once, don't automatically rule out the need to re-adjust the price again.  I know many agents who have had to lower the price three or more times before attracting the right buyer. Keep the Seller automatically updated on new market data.

3. Virtual Tour        Yes  No
It is beyond me why any agent in today's market would not put EVERY listing on Virtual Tour.  Good, bad or ugly, if it just attracts ONE MORE, that's what you need!

4. Showing It!         Yes  No
If I were listing and selling houses today and I had inventory that wasn't moving, I would ask every potential buyer and prospect I knew if they would mind at least looking at the home.  Add at least one company listing every time you show homes. And always carry a list of all company listings with you. 

5. Get Sellers to Sign the Marketability Analysis and the
Agent/Broker Disclosure Form.         Yes  No
Effectively selling a home in a slow market requires a team effort.  You have to insure the owners realize that they too, play a role.  Getting them to sign an agreement to put the components in place that will make the home its MOST salable is something you need to do on EVERY LISTING.

6. Attempt a Short Sale Where Applicable.         Yes  No
If there is little or no equity, and the seller is in a distressed situation, communicate with the lender and attempt a "short sale." (See the Announcement under Inside The Floyd Wickman Team)

7. Ask Your Mortgage Company Partner for Incentive.         Yes  No
Offer the first six months payment free; offer a 1% buy-down on the rate.

8. Do Your Just Listed Canvassing.         Yes  No
Go out and talk to all the homeowners in the neighborhood. Chances are they've never heard from a Realtor in person. And don't forget to ask, ' Who's your Realtor?'

9. Call Agents With Sold Homes in Same Price Range.         Yes  No
They frequently have other buyers in the same price range.

10. Play MATCH ' EM UP.         Yes  No
Ask your Sellers what they want to buy when they sell. Post this information, and match them up with your existing inventory! Do this at office meetings.

Create an action checklist that will help you stay on track and in business.  Then decide if you are pointing at the problems or the smart solutions. 

Short Sale Seminars
 

We are happy to announce that The Floyd Wickman Team has acquired the rights to The Short Sale Seminar and is currently conducting them by invitation.

 

The content of this world class seminar was created by two award winning Master Salespeople, Bob Daniel and Sham Reddy, who have successfully completed over 550 short sales in the past six years. Both Bob and Sham have won the prestigious Carolyn Howd/Toby Davis (Get by Giving) Award at the Master Sales Academy.

Floyd is currently recruiting and training speakers to teach this powerful, timely and much-needed seminar.

 

What if Everyday Could Be Like Masters?

A longtime Master Sales Event attendee and graduate sent us the following poem about making every day like a day at Masters.  It so inspired us, we wanted you to have a copy.  Thank you Dawn Zehren, for expressing how we all feel about our annual Master Sales Event, and every day in between.

 

Meeting People I'm happy to meet.
    Friendly, like-minded, open & sharing,
    generous, positive, everyday people.

Learning information that is interesting & fun.
    Helpful information from people I trust.

Working a full day's work.

Knowing what I am responsible to accomplish
    and time is set to make it so.

Trusting people I've surrounded myself with,
    the people who handle the details I can't
    get to, the details I'm relieved to let go of.

Growing by going beyond what I know to be
    comfortable -- taking risks & gaining confidence.

Taking Care of Myself -- Playing, relaxing, praying,
    laughing, crying, smiling, dancing...

Loving -- Where I am in My Life,
    Who I Share My Life With, and
    What I Do with My Life.

This year, I'm making everyday life like Masters.
Dawn Zehren.
 

Mark Your Calendars For...

For information about these events, go to www.FloydWickman.com, or call 1-800-910-5351.