Ten Ways to show your Seller You Don't Care

Now that the listing agreement is signed and your FOR SALE sign is in the yard, you’re done, right? Onto the next victim prospect to WOW with your fancy listing presentation and 132-point marketing plan! Of course, most of those 132 points are pretty much fluff & nonsense, but by the time you’ve overwhelmed the seller with your promises of Exceptional Service and Total Commitment, he probably won’t notice.

No, he probably WON’T notice at the time, but he’ll certainly notice later. The good news is that by then it’s too late! He’s committed to stuck with you! And you’ll be damned if you’ll let him out of your listing agreement after you’ve spent ALL THAT MONEY and ALL THAT TIME on his listing! Besides, he probably won’t have the guts to even ask (whew!).

Want to Show Your Seller How Much You (Don’t) Care?

It’s easy! Just follow these simple steps…

1. Don’t send your seller a copy of the MLS listing entry to get his feedback.
2. Don’t let him know when his house officially goes “on the market.”
3. Don’t offer to do an open house, and be sure to argue with him if he asks you to.
4. Don’t call the seller after your open house with feedback.
5. Don’t call the seller after you show his house with feedback.
6. Don’t call after the first few showings just to check in.
7. Don’t monitor showings, but the next time you talk, ask “Have you had any showings lately?”
8. Put up a brochure box, but never fill it (or let it stay empty after the first batch is gone).
9. Don’t send the seller copies of your advertising.
10. Don’t contact the seller at all until it’s time to ask for price reduction or to extend the listing.

If you follow these simple instructions for each and every one of your listings, you will be assured a long, glorious career of prospecting, prospecting, prospecting to keep that pipeline filled! You’ll never have to worry about repeat or referral business distracting you from your all-important prospecting schedule.

 

Guest Author Jennifer Allan-Hagedorn has authored seven books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. You can also visit her online at www.sellwithsoul.com or attend one of her free teleseminars on a variety of topics of interest to the real estate community.