Three Needless Seller Worries
Written By: PJ Wade
Monday, July 22, 2019
As if there isnrsquo;t enough for sellers to worry about when they decide tonbsp;sell their home, some of them needlessly worry about things that theirnbsp;real estate professional is responsible for. After making the decision to sell and selecting a listing broker, thenbsp;associated worriesndash;which sellers face alonendash;are behind them.
Once the home is listed, sellers often shift to a new set of worriesnbsp;when really they should turn to the real estate professional they hirednbsp;to help them stop stressing. Then sellers can redirect their attentionnbsp;and energy toward contributing to a successful sale.
Seller Worry 1. ldquo;My Listing Is Not Receiving Enough Exposure tonbsp;Buyersrdquo;
bull; Are you insisting your listing professional advertise and postnbsp;everywhere, online and off?
bull; Do you want open houses every weekend and multiple mailings tonbsp;the neighborhood?
bull; Are you concerned that if your listing is not front and centernbsp;on every marketing and advertising site, in every brokerage campaign,nbsp;and in every real estate publication, yoursquo;re not getting enough exposurenbsp;to buyers?
Unless you are a marketing professional yourself, step back. Let yournbsp;listing real estate professional do their job. What really matters isnbsp;exposure to specific buyersndash;target buyersndash;whonbsp;qualify-financially to purchase your home and whose needs match whatnbsp;your property has to offer. Marketing to people States away from yournbsp;home or to those without sufficient financial resources or those whonbsp;would not value your home is a waste of time, effort, and money. Thenbsp;Internet is a wonderful marketing tool because it enables targeting ofnbsp;specific subsets of people, not because the entire world could view yournbsp;listing.
YOU WIN: If you were smart in your choice of listing broker, yoursquo;venbsp;selected a real estate professional and brokerage well acquainted withnbsp;the target buyer niches markets that will appreciate your listing. Theirnbsp;experience and success of matching buyers with properties is why you hirednbsp;this professional listing team. Real estate knowledge about where targetnbsp;buyers search for listings, online and off, and what benefits attractnbsp;them is what you need and what you are paying for. On-pointnbsp;communication in the right media will catch the eye of target buyers. Ifnbsp;your professional hasnrsquo;t told you already, ask about target buyers andnbsp;the strategies for reaching them.
Seller Worry 2. ldquo;The Professional Is Too Busy To Work on My Listingrdquo;
If you are concerned that your real estate professionalshy;ndash;thenbsp;listing salespersonndash;is not putting the time into your listing thatnbsp;they said they would during their listing presentation, call them onnbsp;this. You need to be sure your listing receives the attention you signednbsp;on for, but more may be going on than you realize, so approach thenbsp;subject with respect:
bull; The multiple listing system or MLS is doing a lot of thenbsp;professionalrsquo;s work, as are online public versions and the internet innbsp;general. Allowing simultaneous access to your listing by multiple buyersnbsp;and real estate brokerages maximizes exposure and speeds up the sellingnbsp;process.
bull; The other salespeople at the listing brokerage are also workingnbsp;to sell your listing, as are professionals on the local real estatenbsp;board. The listing salesperson will be searching out target buyers;nbsp;however, the professionalrsquo;s key value lies in promoting the propertynbsp;across the real estate board to salespeople who also work with the samenbsp;target buyer niche markets.
Seller Worry 3. ldquo;My Home Is Not Being Described Properlyrdquo;
Do you feel the advertising and online copy promoting your listing doesnbsp;not rave enough about your property or extol the virtues of yournbsp;favorite features?
bull; Understanding what will catch the eye of target buyers is whatnbsp;really matters, not how you feel when you read the marketingnbsp;copy. Yoursquo;re not the target buyer. In fact, you may have little innbsp;common with them, except, hopefully, your house. They do not have thenbsp;knowledge associated with living in your home the way you do.
bull; Buyers are buying a house or condominium unit based on hopesnbsp;and dreams that it will be their ldquo;dream home.rdquo; Before they live in it,nbsp;they need to love it and value itndash;perhaps for very differentnbsp;reasons than youmdash;so they will make a great offer.
bull; The real estate professional understands how to stimulate thenbsp;interest of prospective target buyers by helping them make thenbsp;transition from thinking about ldquo;the propertyrdquo; to wanting it to be ldquo;mynbsp;home.rdquo; Creating this emotional attachment in home buyers who have spentnbsp;only a short time viewing a property requires communication skill andnbsp;real estate expertise.
bull; Wording matters. Terms like ldquo;as is,rdquo; ldquo;total remodel,rdquo; or ldquo;fixernbsp;upperrdquo; leave different impressionsndash;good or badndash;withnbsp;different types of buyers who are looking for different types ofnbsp;properties. For instance, the word ldquo;modernrdquo; is very popular withnbsp;Millennial buyers and with buyers intent on a certain >
Donrsquo;t stress in silence. Inquiring is not complaining. Express yournbsp;concerns to your listing professional, so they can reduce your stressnbsp;and help you understand real estate from your new ldquo;insiderrdquo; perspective.
As you begin to fully grasp the significance of your transition fromnbsp;thinking about ldquo;my homerdquo; to celebrating the buyersrsquo; ldquo;new homerdquo; andnbsp;potential real estate purchase, yoursquo;ll feel more confident regardingnbsp;your decision to move and about the selling process.
Yoursquo;ll also understand the value in helping your real estatenbsp;professional do their job for you.
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