Tag: Home sales

The To-do List Every Seller Needs Before You Host an Open House

Marci Sepulveda Leave a comment

Agents have a number of responsibilities when preparing for an open house, and none may be more important than getting the seller on board with your plans. Having the seller’s approval and support can mean the difference between wasted efforts and earning yourself a sale with a new crop of leads.

Client as Valuable Partner

In this blog post, we’ll cover how you can encourage and guide your client to being a valuable partner in your open house, and how they can help you achieve your goals.

Sellers need to understand their role in the open house. Let them know what you’re planning and why. Assuming they are motivated to sell for the highest price, they’ll understand that the home has to be in great shape and will do whatever is needed. You are trying to create a home that prospective homebuyers can imagine themselves living in, and your sellers must understand this goal from the beginning.

Open House Checklist

Give your sellers a checklist of tasks to complete, including:

  • Remove everything attached that’s not for sale, including small appliances, ceiling fans and fixtures. You don’t want to spend time explaining to potential buyers what’s included and what’s not.
  • Secure all valuables such as laptops, tablets and phones, as well as any prescription medications.
  • Purge the refrigerator of all unnecessary foods and decorations.
  • Use white towels. You will be amazed how easily you can turn any bathroom into a luxurious spa escape with a fresh stack of fluffy white towels.
  • Take the trash out of every wastebasket in the house.
  • Maximize curb appeal. The lawn should be cut and shrubs pruned, with all toys and gardening tools put away in the garage or other location.
  • Take out any artwork or décor that could offend prospective buyers, including items that are political or religious in nature.
  • Place fresh flowers or flowering plants throughout the home.
  • Clean and fluff bedding, towels and rugs.
  • Sweep and clean out the garage.
  • Set the thermostat at a comfortable temperature.
  • Clean, clean, clean! Beds should be made, countertops should be cleared and all linens should be tidy. Surfaces should gleam.

Once this is completed, you can begin to stage the home and prepare for arrivals.

Learn Even More About Open Houses

To learn the seven steps to a successful open house, sign up for a seven-day free trial at AgentEDU and watch the course. Then, explore the entire Open House track and you’ll be on your way to making every open house a success.

AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

8 Simple Ways to Get More Referrals

Marci Sepulveda Leave a comment

After you’ve closed the sale and received your commission, it’s tempting to think the job is over. It’s not! Now is your opportunity to set the tone for an ongoing relationship with your clients.

Once you’ve proven yourself by closing a sale, you can start building a lifelong business relationship. This is your chance to position yourself as the go-to real estate expert, prompting your closed clients to comfortably send you referrals and ask you to represent them in their next purchase.

Building Relationships

Here are eight basic relationship builders used by top agents, all of which are actions you should take after the closing.

#1. Update Your Database

Your database will be one of your most important tools, so make sure it contains contact information about each of your clients. Make notes about your clients’ preferences and how they engage with their community. Are they foodies? Sports fans? What about hobbies? You should note kids’ names, schools, or other people who are important to them.

#2. Send a Thoughtful Closing Gift

If your clients are buyers, you can send a closing gift to their new home with a personalized note. This shows your appreciation for their trust and business. Try to personalize the gift — perhaps a gift card to a local restaurant in their new neighborhood. If your clients were sellers, send something special to them, like a bottle of their favorite wine. Don’t send form letters with closing gifts — always send a personalized note.

#3. Check in On Them After They Close

If your clients are buyers, you can send a closing gift to their new home with a personalized note. This shows your appreciation for their trust and business. Try to personalize the gift — perhaps a gift card to a local restaurant in their new neighborhood. If your clients were sellers, send something special to them, like a bottle of their favorite wine. Don’t send form letters with closing gifts — always send a personalized note.

#4. Ask for Referrals

Referrals are the backbone of a strong real estate business, and you should ask your closed clients if they know anyone in need of an agent. Let closed clients know that you enjoyed working with them, and that if they know anyone who is looking to buy or sell, you will do a great job for anyone they refer. If you stay in touch in a friendly, professional and helpful manner, your business will grow and customers will come to you.

#5. Send a Post-Close Survey

One great way to improve your business and build long-term relationships is to follow up with a survey. In your efforts to always do the best work you can, you should have the survey ready to go.

#6. Get a Testimonial

Another relationship builder is asking for testimonials. While you’re still top of mind with your clients, ask them if they would give you an endorsement. A testimonial is just a few sentences about their experience working with you.

#7. Make a Social Connection

If you haven’t already done this, make a social networking connection. Use your Facebook business page to friend them, and post smart real estate-related items. Remember: This is NOT your personal page. It’s a chance to show your professional knowledge of the community while sharing news about your awards and successes.

#8. Stay in Touch

Most importantly, use your good marketing practices to stay in touch with your closed clients. Send them cards, emails and neighborhood invitations to join you at community events, for example. Some agents even have client holiday parties and invite all of their past clients.

The Closing is Not the End of the Relationship

A closing does not mark the end of the relationship. It’s an opportunity to set the tone for an ongoing relationship with your closed client and build your referral network.

For more information on how to build your referral network, receive a seven-day free trial at AgentEDU.com and view the Building Your Referral Network course today. For even more, check out our entire Building Your Business learning track.

AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.