In life, success breeds success. Successful companies attract the best employees who make them more successful. Successful sports teams attract the best free agents who want to win with that team. Successful restaurants attract customers who are willing to wait for a table – and then those crowds attract more customers.
In real estate, success also breeds success as potential sellers want to list their houses with realtors who deliver results.
While I continue to learn every day about the real estate business and profession, it is clear to me that the successful realtors I’ve observed operate very effectively in some key ways:
· Honest with Sellers – the successful realtor candidly assesses the strengths and weaknesses of the listing and shares that assessment with the seller. They have a plan for highlighting the strengths and another for addressing the weaknesses. Successful realtors tell the sellers what they need to do with their property if they want the house to sell. Their correction plan is in service to making the house marketable. They do not “sugar coat” to keep that listing.
· Proactive with Sellers – successful realtors act proactively with their sellers. They identify problems but also provide effective solutions. Successful realtors have a list of dependable resources at their disposal to help with any problem. Certain successful realtors use me to help show the sellers what needs to be done (paint selection, kitchen upgrades, “de-cluttering” and/or full scale home staging) and why it will make a big difference in the sale of this house. They help the seller manage the project to ensure that the house meets their standards before listing.
· Set a Professional Standard for Listing – in my experience, successful realtors have their own standard for when a house is ready to list. They make that standard very clear to the sellers and it is usually a condition for the listing date. They give their sellers “home work”. I find that most sellers understand why it needs to be done and want to meet those standards. Equally important, other realtors recognize that a house listed by a successful realtor is “show ready” so they are more likely to visit that house with their buyers.
· Access to Resources – successful realtors have a list of dependable resources that they bring to bear in support of that seller. The resources include painters, plumbers, carpenters, pest control, home stagers and many more. They recommend “their people” to make it easy for their sellers to get their “home work” completed on time. Plus, they make “their people” feel like they are an important part of the successful realtor’s team.
· Maximize Technology – successful realtors maximize the technology. Their online photos reflect the house at its best (after the repairs and the house has been staged). Their website is up-to-date so that potential buyers can find the right house for their needs. It has been gratifying to learn that successful realtors who follow “to be continued” have forwarded the link to their sellers to help them learn more about the value of home staging.
In my experience, successful realtors use everything at their disposal to set their listings apart from the competition for the right reasons. They dwell in the art of the possible (to borrow from my favorite Emily Dickinson phrase). And as a consequence, they deliver results. And who would not want to list their house with a realtor who delivers results!!
Remember to dwell in “the art of the possible” like a successful realtor!
Cindy
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