This is what I like to say to the seller who is wavering about listing a property with me. I say: “Let’s make a plan” because this is the way to get focused on the real need to sell or NOT to sell for the homeowner. It also lets the owner know that you have a lot of bold, fresh, new ideas to get their home sold and get the the very best price.

This marketplace  is humming again–Southampton, Bridgehampton and East Hampton New York are all having a resurgence! Your market may be seeing the same kind of revival—so now is the time for BOLD, FRESH, NEW IDEAS!

AGENTS NEED A BOLD, FRESH APPROACH IN ORDER TO SUCCEED!

The whole concept of building a “New” reputation and putting yourself out there as the agent with the “Fresh” new ideas is the way to capture the attention of someone who wants to list their home–so why not try to give the image of creative, BOLD and fresh thinking when you make your pitch for a new listing?

If you lay out a plan together you get the benefit of knowing the “ins” and “outs” of what the seller has on his/her mind. You can establish a price at this time and you can make sure the price is what YOU want it at, based upon your research of recently sold properties.  If the plan opens up a conversation of the timing wanted or needed to get the house sold, then you will have the advantage of knowing how to proceed.

If the timing is such the the owner does not really care if they sell the house quickly or not then you can make your agreement reflect that–in fact I recommend that you take a longer time period for the agreement if they are not in a hurry.

A really good plan should include the following:

1. The Right Price–based upon the sold comps in the area. (Not always what the owner wants to hear!)
2. Timing– a good plan will include a start date for the listing and a target “sold” date so that the owner knows the facts and how they apply to his/her life. I like to give two target dates; one reflects the optimal time period based on other sales in the area, properly priced homes and staged properties (a Fresh approach!). The other target date for a sale would reflect extra time if the price is not on the mark…and if the suggestions for staging are not followed. This is very informative to the seller–let’s them understand the time-differential between a fresh, new listing and one that is not quite up to the expectations of the buying public.
3. Strategy–This will let the owner know of just how you plan on getting the house sold. It will include your plans for marketing the property; it will include a detailed advertising plan as well. I use a story format–telling them the story of how I will market their home I use this method and it can be very informative to the seller.
4. 10 Point Action Plan–This is the summation of all the details, a crucial piece to the whole process of listing a property; it gives a point by point plan of action so that you leave nothing up in the air or in question for the seller….I take each step from the meeting with the owner, to the signing of the agreement and disclosures, to the creating video and fliers, post cards and even a website for the listing. bullet points are necessary here. I have even had the seller tell me that they can understand exactly what the process will be when they hire me. It helps me to keep on track with the things I want to accomplish as well!–..Never had an unhappy seller yet!!!

In this market, where sales are starting to increase and inventories can begin to look old and dated, we all need to take a FRESH Approach in order to peak the interest of buyers and sellers.

A FRESH, NEW approach is needed now–Let us all know if you have any “NEW” ideas for taking listings and marketing them!

Our business is a constantly moving target and we need to be able to transform ourselves to ensure that we are not the target.  Homes are still bought and sold each and every day…we can choose to be a part of that or watch the successes of others from the sidelines.  I have had 38 successful years in this business, the basics are still the same, just enhanced by our technology which I embrace…..what are your plans for 2012…quit, business as usual or transformation?