Ready To List With A Real
Estate Agent?
13 Things Your Agent Must Do To Maximize Your Profits!
Ready to place your home on the market? Do you understand
the process and details of selling a home? Before you list
with an agent, educate yourself on all the factors that will
affect your profit. Be as informed as possible so you can
make the absolutely best business decisions. After all, the
sale of your home is a business decision!
Most of us are not tuned into the trends and fluctuations of
the real estate market. Likewise we are not aware of the
necessary steps to maximize profits on the sale of our home.
Typically we rely heavily upon an agent to lead us down the
most profitable path. When considering our home is usually
the most valuable asset we own, doesn't it make sense to
list with someone who will maximize our profits? But how do
we find that agent?
This report is designed to empower you with critical
information necessary to evaluate an agent's qualifications
and help you identify the professional top producer. The
more meticulous you become in selecting the right agent the
higher your profits will be!
Start by doing some research. Find out who the most active
agents are in your market. Look at advertising to see how
professional it is. Ask friends and family. Drive around the
neighborhood looking for yard signs. Then compile a list of
agents.
- The Phone Interview - Place a call to each of
the agents on your list. Document how quickly they
returned your call. Remember: they will be returning
calls to your prospective home buyers. Do an initial
'feel out' interview over the phone so when you meet you
will both be prepared.
- Request a Complete Plan - From title to
escrow, request a complete plan as to the services they
can provide for you.
- Evaluate Their Team - Top producers will have
established relationships with lenders, title reps,
inspectors... everything. They are there for your
benefit and if they are ill prepared to handle all the
steps, you are being short changed.
- Detailed Report of your Property - Request a
complete report of your property with ideas for
improvements, cosmetic changes, structural repairs or
anything that could add value to your property. Remember
a small investment up front will pay higher dividends at
the time of sale.
- Alternative Report - Request a complete
report of alternatives to the home sale. What would
current market leases generate? Rentals?
Responsibilities attached with leasing? Have your agent
educate you as to all your options.
- Insist on Prequalification - Don't waste
valuable time negotiating or showing your property to
unqualified prospects. Insist your agent pre-qualifies
candidates to screen out all unwanted prospects.
- A Net Sheet - Request a complete net sheet,
minus commissions and fees, showing your exact proceeds
at the time of sale.
- A Marketing Plan - Insist on a step-by-step
marketing plan of how your property is going to be sold
and marketed. Look for innovative ways to attract home
buyers. Demand 24-hour advertising, lead accountability
and tracking services. These services exist and you
should insist upon them.
- Telemarketing Efforts - Investigate the
agents telemarketing team. Do they just cold call or do
they have a mechanism to create proactive leads and call
on those prospects?
- Direct Mail - Investigate the agents capacity
to send direct mail. How often do prospects receive
mail? Is it professional? Does the mail piece motivate
prospects to respond?
- Advertising - Is it well written and
professional? How many ad mediums do they utilize? They
should be advertising in at least three; a homes
magazine, community or local newspaper and yard signs.
Remember: the quality of the advertising will directly
influence how well your home will be perceived.
- Negotiation Strategy - Have a written, well
conceived, negotiation strategy. The old adage, "You
don't get what you deserve, you get what you negotiate"
rings true in real estate. Insist on a sound negotiation
strategy before you entertain buyers.
- Closing Checklist - Be sure to get a written
closing checklist. You need to know in detail how you
will conclude the sale of your home. This should provide
a step-by-step procedure that will be easy to understand
and follow.
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