realtors - AgentEDU Blog

Create an Emotional Connection

Your goal is to prepare a listing so that potential buyers create an emotional connection to it. In this blog post, we’ll cover ten simple ways to prepare a listing for an open house.

The first step in preparing a listing for market is to advise the owners on how to clean and reorganize so that they make sure the home looks its best. Eliminate clutter and storing personal items will help you make an impression with potential buyers.

An Attractive Presentation is Key

Your sellers will need to be on board with these recommended changes. The home may need paint, repairs and additional staging. Even rearranging or removing some of the home’s furniture can make a big difference. Sellers have to understand that an attractive presentation means the home will sell faster and for more money. Walk through new construction model homes to get ideas.

Here are 10 affordable and easy steps every agent can accomplish before a showing.

Clean the house from top to bottom. Wash baseboards, nooks and crannies to make everything look fresh and new.

Change out light bulbs, make them match and dust them off. Keep all lights on during showings, including closets and under-cabinet lighting.

Remove clutter, including personal items and furniture that make rooms seem smaller.

Patch and paint all cracks and holes in the walls. Get rid of outdated or strong colors and go for neutral paint.

Curb appeal is paramount. Clean outdoor areas of debris from last season and store any decorations.

Remove curtains and other obstructions to let as much light in as possible.

Remove seasonal clothing from closets to show more space. Make sure all the hangers match. Closets and storage space should look as large as possible.

Scour shower doors, change toilet seats and clean out drains.

Clean out and dust all vents.

Add healthy, robust potted plants – take out the fakes.

Once you’ve completed these steps and given the home a makeover, you’ll notice a big improvement – and your potential buyers will, too.

_________________________

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. For a 7-day free trial sign up here.

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.

Now that you’ve spread the word about your real estate skills, you’re going to get a number of inquiries. While it’s great to have folks contact you and increase your database of leads, the real goal is to convert these leads into clients.

Before you invest too much time and energy into a lead, there are a few things you should find out about them.

10 Key Questions

First, you need to know if they are qualified leads. Do they really plan to buy? Can they afford it? Can you help them? Here are 10 great questions to get the conversation going, and also help you find out how likely it is that this lead will turn into something more.

Question 1: Name?

The first thing you need to know is their full name. Take note of this information so that you can properly store it in your CRM system.

Question 2: Email address?

Email is a really great – and free – way to keep in touch. Keep your lead’s email address handy for future communications.

Question 3: How long have you been looking for a home?

This question can help you determine a lot about the buyer. If they’ve been looking for a couple of years, they may never be willing to move. If they just started their search, they may not be serious about acting soon, either.

Question 4: How soon do you need to move?

If they need to move immediately, then you’ve got a high-priority client on your hands. If they want to move in the next few years, you’ll want to take note of that as well.

Question 5: Do you need to sell your current home before you can buy?

Most sellers can’t buy a home because they have to sell their current one first. This also means you can potentially help them with more than one transaction.

Question 6: What type of home are you looking for? Condo? Single-family? Etc.

Find out what they’re looking for and why. File this information for future use.

Question 7: What is your comfort zone in terms of price?

Be sure to ask about their comfort zone, rather than just their price range. They may be able to afford more, but are only feel comfortable looking in a specific range. This information will be helpful if you move forward.

Question 8: Are you working with another agent?

Find out early if you’re the only agent in the running for their business.

Question 9: Have you met with a lender yet?

This is the best way to get the ball rolling in terms of finding out if they’re pre-approved or not, which makes them a more viable client.

Question 10: Have you been pre-qualified or pre-approved?

If they haven’t been pre-approved yet, see if you can help them with the process. Ask them the following: “If I call a lender who has an opening available tomorrow or the next day, would you consider taking an appointment?” That way, not only will they get prequalified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. This will help solidify the relationship.

Learn How to Vet Leads

To learn more about how to vet leads and to sell yourself to potential clients, click here to start your seven-day free trial of AgentEDU today and watch the full course, ‘Converting Real Estate Leads.”