Tips for Realtors to Sell Their Listings…Fast!</h1> <article> <h1>Tips for Realtors to Sell Their Listings…Fast!</h1> <p>Tracy Ventura — Fri, 31 Oct 2008 19:09:43 GMT</p> <p>With all of the talk today about slumping real estate sales, declining home values and an economy in recession, it’s no wonder that home sellers experience anxiety when it comes to selling their home. Because of this fact, they are looking for Agents who know the local market, know the business, and know how to sell their home—fast!</p> <p>There are many articles floating around about how Agents can sell a home quickly in a “buyer’s market”, but I’ve taken what I think are the best ideas and listed them here for your reference. It is my desire that you will not only find them valuable, but that they will help you with your ultimate goal of closing more deals. Here’s to your listing success!</p> <p><b>Tip #1: Price the Home to Sell</b></p> <p>You’ve heard it again and again and we all know what the number one tip is by now—pricing a home correctly. But how do Agents get a buyer to see the “true” value of a home where they saw their children take their first steps and watched little Susie grow up? First, you need to stress their need for objectivity. Sellers need to be shown that buyers are looking at their house for the very first time and comparing it to other homes in the same price range and making a decision based on comparison. Then, back it up with comparative data on homes that are listed or have recently sold that are similar to theirs. Be prepared to personally show them some active listings in the price range they “think” they should be in so they can see the differences between their house and the competition for themselves. Don’t forget to point out any extra incentives the sellers of those homes may be using to attract buyers.</p> <p><b>Tip #2: Have a Home that is Modern and Updated</b></p> <p>Explain to sellers the value of having a home that is sparkling clean (at all times for those last-minute, drop-in lookers), completely de-cluttered, staged, free from smells (including pets and their associated smells), and updated. By updated, we mean having everything repaired, carpets and floors in tip-top condition, fresh neutral wall colors, and modern appliances, kitchens and bathrooms. We have all heard that kitchens and bathrooms sell a home and it is true. If you could see these rooms of a client’s home on the cover of <i>House Beautiful</i> magazine, the battle is all but over. What happens if a home does not have such fine features? After showing buyers interior photos of similar homes, compare their home’s features to the competition’s and use that as a negotiation point when determining the listing price. With so many homes to choose from, why would a buyer choose something that is less than appealing or something that is in need of updating? The answer: because it is a good deal (i.e. the price is much lower than the competition’s). Also point out to sellers the importance of de-cluttering and staging a home. A staged home will sell five times faster than an un-staged home that is full of clutter, and a cluttered home will always sell for a lower price. A simple phrase that will drive this point home: “clutter eats equity”.</p> <p><b>Tip #3: Don’t Ignore Curb Appeal</b></p> <p>Ignoring the appearance of a home from the outside is considered unforgivable in a buyer’s market. We all know the rule in personal relations that we have seven seconds to create a first impression, but do your sellers realize that the same holds true for a house as well? Mr. and Mrs. Smith need to be able to picture themselves driving up to your seller’s home after a long day at work, feeling tired and worn out, only to be pleasantly greeted by the beautiful flowers, perfectly trimmed shrubs, and manicured lawn that scream “Welcome Home”! And since a person’s home is an expression of themselves, sellers should want buyers to know that they put the time and effort into the home’s appearance to make a positive statement about <i>them</i>—the future home owners!</p> <p><b>Tip #4: Consider Financing (at Least a Portion of) the Home</b></p> <p>With increased down payment requirements and tightened lending standards, buyers can use, if sellers can offer, help with financing the home. If the seller is in a position to assist, perhaps they can hold a portion, if not all, of the mortgage. Other alternatives include lease-purchases or a rent with an option-to-buy scenario. While details about how to sell a home using any of these methods is beyond the scope of this article, suffice it to say that having these options available will make the home attractive to a larger pool of buyers.</p> <p><b>Tip #5: Offer Creative Incentives</b></p> <p>While not every seller may want to consider this alternative, the sellers that “have” to sell their homes should consider all options, including this one. Offering incentives to sell a home can sometimes work, especially if you already have the first four tips mentioned above already in place. Your seller’s incentive could be the icing on the cake that cinches the deal and gets the house sold. Does your seller own a business that could give something of value to the buyer? Free maid service for a year, a $2,000 gas card, plasma tv, property taxes pre-paid the first year, closing cost assistance, a free car, or season tickets to the local professional team’s games? Be creative and brainstorm with your sellers. You may find something that will send the buyers skipping to the closing table and your sellers singing all the way to the bank. (Not to mention the fact that you will receive the seller’s “Agent of the Year” vote for getting their home sold so quickly!)</p> <p><b>Tip #6: Create a “This-IS-the-Offer” Mindset</b></p> <p>Once your sellers have mastered the first five tips listed here and received an offer on their home, reinforce a concept that you should have taught them on Day One of the listing presentation: the offer that now sits before them IS the offer. This is not the time to nit-pick over details and try to save grandma’s chandelier from falling into the deal (after all, you warned them upfront to take it down and replace it before it went on the market if it would not be conveying with the home). Along the same line, this is not the time to haggle over a few thousand dollars in the price or closing cost assistance, or deny the buyer’s request to have the driveway resurfaced or the living room carpet replaced. Any counter offers could kill the deal and send the buyers packing—in preparation to move into a different home. Make it clear to sellers from the beginning that holding out for a better offer is the biggest mistake they can make if they are really serious about selling their home. After all, as much as you may enjoy the business, closing the deal is what it’s all about.</p><div style="clear:both;"></div> </article> <article> <h1>Strategies to Increase Sales: Bundles and Quantity Discounts</h1> <p>Jeff Camino — Fri, 31 Oct 2008 14:58:14 GMT</p> <p class="MsoNormal" style="text-align:justify;"><span style="font-family:Arial;color:#5f5f5f;">If you sell multiple products, then bundles are a great way to increase sales, particularly if you are able to package complimentary products together.<span> </span>This is also strategic if you have a product that does not sell as well as another, but would make a nice “bonus” to the more popular one.<span> </span>If that is the case, you can offer the less popular one as a “free bonus” when the more popular one is purchased; or you can bundle them together and offer a discount when they are purchased at the same time.<span> </span>This can help entice some customers into finalizing their purchase, and it often provides more profit than would have been achieved if the products had been sold individually.</span></p> <p class="MsoNormal" style="text-align:justify;"><span style="font-family:Arial;color:#5f5f5f;"> </span></p> <p class="MsoNormal" style="margin-bottom:12pt;text-align:justify;"><span style="font-family:Arial;color:#5f5f5f;">Quantity discounts should also be part of your sales strategy.<span> </span>If you offer packages, say a 5 pack, 10 pack, 25 pack, etc., some customers may only want 20 licenses (no more, no less). So, they'll want to negotiate a rate between two ten packs and one 25 pack. It is not advisable to tempt customers to negotiate your price because it can result in lost sales or, at the very least, add administrative overhead.<span> </span></span><span style="font-family:Arial;color:#5f5f5f;">This example shows how you can avoid such problems:</span><span style="font-family:Arial;color:#5f5f5f;"></span></p> <div align="center"> <table class="MsoNormalTable " style="border:1pt solid gray;width:250.75pt;margin-left:13.8pt;" cellpadding="0"> <tr style="height:18.25pt;"> <td style="border:1pt solid gray;padding:1.5pt;width:49.75pt;height:18.25pt;"> <p class="MsoNormal" style="text-align:right;" align="right"><b><span style="color:gray;">Quantity </span></b><span style="color:gray;"></span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">2-4</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">5-9</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">10-24</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">25-49</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;width:38.1pt;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">50+</span></p> </td> </tr> <tr style="height:18.25pt;"> <td style="border:1pt solid gray;padding:1.5pt;background:#eeeeee none repeat scroll 0% 0%;width:49.75pt;-moz-background-clip:-moz-initial;-moz-background-origin:-moz-initial;-moz-background-inline-policy:-moz-initial;height:18.25pt;"> <p class="MsoNormal"><b><span style="color:gray;">Unit Price</span></b><span style="color:gray;"></span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;background:#eeeeee none repeat scroll 0% 0%;-moz-background-clip:-moz-initial;-moz-background-origin:-moz-initial;-moz-background-inline-policy:-moz-initial;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">$39.97</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;background:#eeeeee none repeat scroll 0% 0%;-moz-background-clip:-moz-initial;-moz-background-origin:-moz-initial;-moz-background-inline-policy:-moz-initial;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">$38.97</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;background:#eeeeee none repeat scroll 0% 0%;-moz-background-clip:-moz-initial;-moz-background-origin:-moz-initial;-moz-background-inline-policy:-moz-initial;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">$37.47</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;background:#eeeeee none repeat scroll 0% 0%;-moz-background-clip:-moz-initial;-moz-background-origin:-moz-initial;-moz-background-inline-policy:-moz-initial;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">$34.97</span></p> </td> <td style="border:1pt solid gray;padding:1.5pt;background:#eeeeee none repeat scroll 0% 0%;width:38.1pt;-moz-background-clip:-moz-initial;-moz-background-origin:-moz-initial;-moz-background-inline-policy:-moz-initial;height:18.25pt;"> <p class="MsoNormal" style="text-align:center;" align="center"><span style="color:gray;">$32.97</span></p> </td> </tr> </table> </div> <p class="MsoNormal" style="text-align:justify;"><span style="font-family:Arial;color:#5f5f5f;"> </span></p> <p class="MsoNormal" style="text-align:justify;"><span style="font-family:Arial;color:#5f5f5f;">As shown, this strategy demonstrates higher quantities have larger discounts, eliminates any gaps in the quantities being offered, and <span> </span>it reduces the risk of you having to negotiate prices and possibly losing a sale. <br /> <br /> If you don't have the ability to easily implement this type of quantity discount schedule companies that specialize in e-commerce, such as <a target="_blank" href="http://www.nstarsolutions.com">NorthStar Solutions</a>, can offer a valid strategy for that part of your sales process. </span></p> <p> </p><div style="clear:both;"></div> </article> <article> <h1>Budget Marketing: Maximizing Your Exposure</h1> <p>MySolutionSpot Editor — Sat, 12 Jul 2008 03:39:34 GMT</p> <p>Every small business knows the importance of exposure to get customers in the door. And while execution of this basic marketing principle comes in varying degrees of complexity and cost, you do not have to empty the bank account to get your company’s name in front of a targeted audience. Following the old, basic marketing model – putting a sign with your company’s name on the door; sprinkling your advertising budget across print, radio and television campaigns; and paying a graphic designer for a slick brochure or pamphlet – minimizes your impact in the marketplace. </p> <p>An important step in expanding your customer base is gaining exposure to generate interest in your brand. And if you were thinking that you couldn’t get a lot of exposure because of a limited budget, keep in mind that there are always effective, low-cost marketing options to attract potential customers. Here’s a look at a couple of ideas to stretch your advertising dollars. </p> <p><b>Websites:</b> Just under a decade ago, only the large companies were using their websites as effective marketing tools. Today, almost every business needs one. Your website serves as an essential piece of your overall marketing plan that fuels a sense of legitimacy for your business. If you don’t have a website, potential customers may be turned off because these days, the perception is this: if you are a legitimate professional, you have a website. It’s as important as having a phone number for your business. </p> <p>The options for the size, appearance and functionality of a website are endless. But a presence on the Web is essential for you to take your company beyond your word-of-mouth customer base. As you look into planning your website, remember to budget for website design, development, hosting, maintenance and content management. </p> <p><b>Trade Shows:</b> Trade shows bring a targeted group of businesses to one location, and the event is marketed toward that industry’s target audience. When you participate as a vendor at a trade show, you know the customers walking in the door are more likely than the general public to be interested in your product or service. As attendees walk past your trade show booth, your display will introduce the customer to your company before they formally meet you. And you must come to the event prepared to sell – your team should be skilled in delivering your elevator pitch, know the details of your product or service and be able answer any questions potential customers may ask. </p> <p>To make sure you attract attention and stand out from the crowd of exhibitors, you must make a smart decision about where to purchase your trade show display. If you are working with a limited budget, tabletop displays make a big statement for a small investment. And there are more advantages to tabletop displays than just price. Larger, more elaborate floor displays are often heavy, cumbersome, must be transported in several pieces and have a complex assembly that requires help from more than one person. </p> <p>Tabletop displays, on the other hand, are reasonably compact and lightweight, easily transportable (whether by airplane or car) and simple to put together. Many come with lighting, a shipping case, and a variety of add-on options to make your display more elaborate. If you are looking to fine-tune that polished look, remember to add table throws, trade show flooring and literature racks. If you aren’t quite sure which type of trade show display you want or need, you may be able to rent a more sophisticated model for a significantly lower price. </p> <p><b>Sponsorships: </b>It seems that advertising has snuck its way into every nook and cranny of our existence – and from your local weather broadcast to the Olympics, companies large and small have learned that sponsorships are advertising at its best. Companies often sponsor well-publicized events to create an association in the consumer’s psyche between charitable giving and their company and/or product – even companies that are well-known household names. McDonald’s was an official sponsor for the 2006 Olympic Winter Games; Altria (the parent company of Kraft Foods and Philip Morris USA) sponsors domestic violence prevention programs; from children’s health in New Zealand to classrooms for students in England, Microsoft spends millions of dollars each year in charitable giving; and scores of small and large businesses offer funding to support events and causes in their local community, from cancer walks and 10K marathons to your local after-school programs, symphony, little league teams and amateur sports leagues. </p> <p>No matter the size of your company, there is a charitable organization, cause or event that could use your dollars for support. Of course, the more money you give, the more exposure you will receive. But, whether you give $100 or $1,000, your company will receive some exposure. </p> <p>There is an endless list of other strategies to get your company’s name in front of a limited audience – speaking engagements, volunteer work, memberships with clubs and associations, give-away promotions etc. But through an effective website, regular trade show participation and a consistent sponsorship strategy, you will be maximizing your marketing dollars for quality exposure without blowing your budget. </p> <p>About the author: Mat Kelly is the president of ExhibitDEAL, the Original Exhibit Wholesaler specializing in trade show displays. The company provides eight and six-foot tabletop displays as well as custom displays, literature racks, trade show flooring and table throws. <a href="http://www.exhibitdeal.com/">http://www.exhibitdeal.com/</a></p> </article> </main></body></html>