Autopsies of many dead deals often reveal that the lethal culprits are appraisals that come in below the agreed-upon purchase price.
For you, the agent, counseling clients through this unexpected transaction hurdle can sometimes prove tough.
That’s why we’ve developed this brandable handout you can customize to help you promote your expertise and educate your buyers and prospects on:
“The right home for the right price” – If only finding it was as easy as saying it. To do so these days, you can’t be just a good salesperson or property hunter. Now buyers expect you to play builder, designer, and financial expert all at the same time.
Clients need you to tackle their biggest questions, no matter how closely (or loosely) related to your real estate license.
So, which questions do you need to be ready to answer?
Here’s a list of 6 you want to be ready to respond to to move your clients toward an offer and a few helpful tools for tackling each one. continue reading
Conventional real estate wisdom has often advised buyers and sellers that once Thanksgiving comes around, they might as well pack it in, hunker down and wait till they’ve doled out all their New Year’s smooches to get serious about getting their transactions closed. But there are some hidden benefits to taking the contrarian approach and doubling down on the house hunt right now while the holiday season is in full swing: continue reading
Tax day may seem far away, but if your prospects and clients want to cash in on the real estate-related tax perks of buying this year they’ll need to get their hands on these key documents.
Help motivate your clients to close before the year comes to a close.
Download, customize, and share this handout to help your buyers learn:
Homes aren’t the only thing under the microscope when you’re out touring properties. Your clients are also evaluating you every step of the way. Why should you care?
The impression you make with the clients you have today can be the lifeblood or hidden hurdle to your future business.
Take your property tours seriously and follow these 5 rules to make sure home showings don’t leave your prospects and clients looking for another agent: continue reading
Every election, pundits in every industry postulate about what manner of catastrophe will happen if Candidate X is elected, or about what cure-for-what-ails-the-industry Candidate Y’s policies will be. But real estate is founded on the one fundamental truth that people need places to live – and Americans, in particular, like to own the places they live. And that renders the bulk of our business arguably more impervious to the specifics of an Administration than other fields, like education or manufacturing.
Nevertheless, it’s not bizarre to wait in anxious anticipation for the election to pass – and to see what impact, if any, the outcome has on buyer and seller behavior.
However, there is another fundamental truth about real estate: it’s a business with clear seasonal ebbs and flows in activity. Business tends to slow down at the end of the year, sometimes dramatically so, especially in places where fall and winter weather is extreme. continue reading
Winning clients is about establishing yourself as an expert by playing part business manager and part counselor. No matter what role you’re in, you need to offer the real estate information that matters most. That means understanding their worries and woes and being ready to give the answers that motivate them to purchase a home and use you as their expert guide for the process.
Here are the 5 top questions that plague buyers today and ways you can answer them to win more transaction-ready clients: continue reading
Remember that commercial that popularized the catchphrase “There’s an app for that?” Imagine what viewers would say if they saw it today. “Duh,” one might say. “There’s more like 20 apps for that,” another might quip. Not only are there innumerable apps for all things shopping-, money-, and real estate-related, virtually everyone who is in a position to buy or sell a home also totes a smart phone around with them, all day, every day.
These two truths create a third: home buyers don’t just like to use apps here and there – they actually rely on them to conduct their daily lives. Get this: behavioral scientists have actually recognized the existence of a new psychological condition called “nomophobia,” the emotional panic and depression –the feeling that you’re unable to function normally – when you have lost your phone or forgotten it at home.
There’s a whole conversation we could have about whether or not we all should be so reliant on our phones and addicted to our favorite apps. But like it or not, the mobile mindset is here to stay for a while. The upshot: if you market yourself or your listings to buyers, understanding their app-obsessed mindsets is more than just a good idea – it’s a responsibility and a massive, massive opportunity. continue reading
One of the toughest parts of home buying (especially for first time buyers) is negotiating the deal. Some buyers handle the stress well, others turn into either super-hungry hagglers or fragile wilting flowers when facing one of the biggest decisions of their life.
Help your buyer clients and prospects by using this educational guide to coach them through the negotiation process. They’ll learn how to:
When the market begins an upturn, like it’s doing now in most places, it’s easy to think that the biggest challenges for buyers are soon to be a thing of the past. Loan guidelines are a bit looser, it’s less likely that a property will decline in value after closing, and rates are still quite low. But experienced agents know that in an ascending market, it can be tough to get appraisal comps to keep pace.
And in the same vein, it can be even more challenging to get buyers’ mindsets to keep up with the heat of the market. continue reading