Less Blah Blah More Ah Ha in a Seller's Market
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Less Blah Blah More Ah Ha in a Seller's Market

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    Less Blah Blah More Ah Ha in a Seller's Market Less Blah Blah More Ah Ha in a Seller's Market Document Transcript

    • A Sellers Market Mind SetIts a new game Sellers Market. Learn to play like a PRO and help your clients WIN. Created with Haiku Deck Photo by PheonixLee By Ken Brand 832-797-1779 page 1 of 18
    • A Sellers Market Mind SetOut with the old, in with the new.The hardest thing about creating a winning Mind Set in a dynamically different sellers marketis trashing thoughts, ideas, strategies and action plans that used to work well in buyersmarket, but hurt you in a Sellers Market.We need to consciously choose what to STOP, what to START and what to CONTINUE. Weremain relevant, and valuable we must adapt to the realities of the new market.Can you create new habits?Will you create new habits?Lets GO! Created with Haiku Deck Photo by Jacob Davies By Ken Brand 832-797-1779 page 2 of 18
    • A Sellers Market Mind SetYou are the Magic Bullet.In a market where listing agents help their sellers sift through multiple offers, if youre knowas a; jerk-to-deal-with, lazy, apathetic, condescending, bipolar, flippant, impatient, untruthful,uninformed, dim, or you beam other unsavory vibrations, you will repel opportunities for youand your clients.Reputation either helps us or hurts. Its not neutral.The goal is to attract opportunity and choice by being the person everyone wants to workwith. People will choose people they trust over people they dont. Dont we want people tochoose to work with us? Lets behave in way that makes us happy to know our reputation willprecede us. In fact, we count on it.Lets get it together, Be Better. Lets be PRO. Created with Haiku Deck Photo by Jaclyn Auletta By Ken Brand 832-797-1779 page 3 of 18
    • A Sellers Market Mind SetFast is FIRST.Listen. In a market where every listing is virtually money in the bank, if we hesitate, pause,ponder or otherwise stall, we lose. Even worse, our clients lose. Lets not LOSE, lets WIN.Success goes to the supremely action oriented. Be supremely action oriented!If youre like me, being supremely action oriented means that well have to move way outsideour comfort zone. Well have to do things that are new and scary and make us feel nervous.So what! We have to be brave and run forward.Fail Faster Succeed Sooner is the only way to GO, GO, GO! Lets jumpppppppp-) Created with Haiku Deck Photo by Jeroen Bennink By Ken Brand 832-797-1779 page 4 of 18
    • A Sellers Market Mind SetDont Lose Because Youre LazyIts pretty simple. Opportunities are abundant and richer than ever. Therefore, competition isfierce.Because every opportunity is golden, lets not blow golden opportunities because were asunprepared as an amateur.Anticipate concerns, fears, doubts, desires, road blocks and every little and big thing that canstop or forward progress. Then act on it with confidence.Its pretty basic stuff, a PRO is prepared. Amateurs get creamed by PROs and shunned by thepublic.Be Prepared Like A PRO. If it was easy, everyone could do it. But they cant. You CAN. Will you? Created with Haiku Deck Photo by Shreyans Bhansali By Ken Brand 832-797-1779 page 5 of 18
    • A Sellers Market Mind SetLets talk about SELLERS. Created with Haiku Deck Photo by Mike Bailey-Gates By Ken Brand 832-797-1779 page 6 of 18
    • A Sellers Market Mind SetSellers Remorse Is Real Too.Weve all experienced Buyers Remorse.Sellers Remorse is Buyers Remorses equally evil twin.Without setting shared expectations for a super-fast sale a positive event (the sale) canshape-shift into fear and doubt."Did we price our home to low?Did we leave money on the table?Are we stupid?Did our agent mislead us?Should we ask for reduced commission?Should we reject the offer and raise our price? Created with Haiku Deck Photo by Mike Bailey-Gates By Ken Brand 832-797-1779 page 6 of 18
    • And other natural fears and doubts.Before you leave the listing/marketing appointment agree on a set of shared expectationsand possible outcomes.Avoid Sellers Remorse. Communication is key. Created with Haiku Deck Photo by Stacy Brunner By Ken Brand 832-797-1779 page 7 of 18
    • A Sellers Market Mind SetA Super-Fast Sale Is A Good Thing.Whats more valuable, A or B?A. Sell a property with acceptable price and terms in an Average Number Of Weeks OnMarket. Generate scores of inconvenient showing appointments where the seller and theirfamilies have to pick up, clean up, pack up and scramble out of their home for two hourshowing appointment window, sometimes several times a day on the weekends.ORB. Sell a property with acceptable price and terms in a few hours or days instead of weeks ormonths. Eliminate all the hassel of picking up, cleaning up, packing up and scrambling in andout, day after day. Created with Haiku Deck Photo by Stacy Brunner By Ken Brand 832-797-1779 page 7 of 18
    • Which is more valuable, A. More Hassel or B. Less Hassel?Have this conversation with your sellers and keep things cool. B is way better than A. Created with Haiku Deck Photo by The Q By Ken Brand 832-797-1779 page 8 of 18
    • A Sellers Market Mind SetYour Job Is To Push The Envelope For Your Sellers.Dont lose the listing or lose money for the seller because you lack confidence.If the factors (persona feet-on-the-streel experience and detailed market research) add uppositively, you have an amazing marketing plan, a favorable property location and theproperty shows sweet, you have a moral obligation to push the pricing envelope for yoursellers.Be bold. But not foolish. Push it 10%, but no further.Dont lose out for everyone by being a Price Prude.Make good things happen, be bold, but not silly. Created with Haiku Deck Photo by The Q By Ken Brand 832-797-1779 page 8 of 18
    • Created with Haiku Deck Photo by CRASH:candyBy Ken Brand 832-797-1779 page 9 of 18
    • A Sellers Market Mind SetTips On Helping Buyers WIN In A Sellers Market.Buyers need expert advice to win a Sellers Market. Heres a few ideas to help you and yoursWIN. Created with Haiku Deck Photo by Sarah Buckley By Ken Brand 832-797-1779 page 10 of 18
    • A Sellers Market Mind SetHonesty About Todays Reality Is Always The Best PolicyShare the good, the bad and the interesting.Preparing your buyers for reality will help them get what they want without pulling their hairout, or worse, losing out on their dream home.Communication is the key. As always. Created with Haiku Deck Photo by Henning Mühlinghaus By Ken Brand 832-797-1779 page 11 of 18
    • A Sellers Market Mind SetSHOW and SHARE, dont TELL and SELLWhen sharing the story about inventory, supply and demand, the laws of scarcity, theimportance of preparation and need for speed, its meaningful and instructive to SHOW themwhat youre talking about in the form of third party data from your MLS and other crediblesources.SHOW and SHARE, dont TELL and SELL. Created with Haiku Deck Photo by Erik Alfredo By Ken Brand 832-797-1779 page 12 of 18
    • A Sellers Market Mind SetLosing a Dream Home is a Nightmare.In a competitive multiple offers market, when our buyers find their dream home everyoneneeds to haul-ass to get their offer submitted before other bidders show up.To help our buyers move forward fast well want to make sure that we have our buyers fullyprepped and informed about what to expect in terms of procedures and paperwork.Familiarity creates confidence. Confidence leads to speedy action.Lets make sure buying their dream home is a dream come true, not a nightmare gone sour.Go fast. Go Pro. Created with Haiku Deck Photo by Yamaha Watercraft Group By Ken Brand 832-797-1779 page 13 of 18
    • A Sellers Market Mind SetThe definition of a Good Deal is subjective.As Americans weve been conditioned to look for deals, steals. The definition of a Good Dealis subjective.Were in a strong sellers market. Lets not let our buyers lose out because we havent had acandid conversation about market conditions, trends, and pitfalls of focusing on good-dealinstead of sealing the deal. Created with Haiku Deck Photo by Pete Lounsbury By Ken Brand 832-797-1779 page 14 of 18
    • A Sellers Market Mind SetSellers are in the drivers seat.In a Buyers Market buyers can demand that the seller repair this-and-that, or theyll walk.Sellers gritted their teeth and did what was necessary, requested and expected. After allbuyers were scarce, dream homes plentiful.In a Sellers Market sellers can and will decline to make repairs. Especially cosmetic repairs.If the buyer walks, theres likely to be another buyer waiting in line or just around the corner.After all dream homes are scarce, buyers plentiful.Get bids on the repairs your buyers would like to have completed. If the seller won’t pay forthem don’t get angry or take your eyes off your prize. Provide you buyers names andnumbers of reputable repair and home improvement people who can get the job done for fastand affordably. Don’t let your buyers lose their dream home because the seller won’t makethe property perfect or spend a few hundred dollars in cosmetic type repairs. If they like it, Created with Haiku Deck Photo by Pete Lounsbury By Ken Brand 832-797-1779 page 14 of 18
    • help them own it. Created with Haiku Deck Photo by mahalie stackpole By Ken Brand 832-797-1779 page 15 of 18
    • A Sellers Market Mind SetNot all buyers are created equally.Terms Of Purchase: To hone an edge and stand out in the sellers eyes consider sweeteningthe terms of your offer.1. Larger down-payment.2. Bigger earnest money deposit.3. Short trigger point deadlines and exit clauses for things like the Option Period and days forfinancing approval.4. Provide the seller with written mortgage pre-approval from your lender.5. Flexible closing date.6. Possible seller lease back.7. A personal letter to the seller sharing a little bit about your buyers and their situationsometimes helps the seller choose one bidding buyers offer over the other. Created with Haiku Deck Photo by mahalie stackpole By Ken Brand 832-797-1779 page 15 of 18
    • Be smart and sweeten your offers without paying more money. Created with Haiku Deck Photo by Evan Long By Ken Brand 832-797-1779 page 16 of 18
    • A Sellers Market Mind SetAppeasing AppraisersLow appraisals suck.We cant control the property appraisal outcome. We can help demonstrate value. And wecan control how we respond to a low appraisal.Lets:Prepare our buyer and seller clients for options in the event of low appraisal.Seller: Negotiate a lower price, accept the buyers termination.Buyer: Negotiate a lower price, cash up the difference between the contract price and theappraisal price. Terminate the contract. Created with Haiku Deck Photo by Evan Long By Ken Brand 832-797-1779 page 16 of 18
    • Help demonstrate value by preparing a Property Value Packet for the appraiser. Include inthe packet relevant comps, a laundry-list of improvements and upgrades including their cost. Created with Haiku Deck Photo by Hindrik Sijens By Ken Brand 832-797-1779 page 17 of 18
    • A Sellers Market Mind SetWishing you grace, speed and success.Ken Brand.com - Less Blah Blah More Ah Ha832-797-1779 Created with Haiku Deck Photo by bark By Ken Brand 832-797-1779 page 18 of 18