NO!'s, FSBO's, CMA's and Technology

Whether it's talking with a family member or on a business appointment, it's just as hard to say the word "NO!" as it is to hear it! One of our goals is to reduce the "no's" in your life, by sharing the skills it takes to change a no to a yes, while meeting the needs of both sides.

There is a better way to satisfy your clients and surprisingly technology can help you. With this program you will learn when and how to say no in your business life and in your personal life.   Realtors are made up of several different kinds of people but, there are some common threads to the Realtor fabric. We are people people!  As such, you are usually very customer service oriented and less likely to say no to your clients. We need this skill!

Have you noticed that this program is different? There are lots of quick start programs for Realtors out there. Some of the programs are probably available on-line, today.  We hope that you are enjoying the information that we share for FREE! but, remember there is so much more available for a reasonable monthly cost.

Once you have a foot in the door, what do you do next? Whether you drove by a FSBO (For Sale By Owner) and collected all of the information from the sign, or you hit a live one on the phone, it's time for action. 

Seriously! When you get a lead, don't,   I repeat,  don't act like a "setting on it" hen. Do not sit on it for a minute. Set the appointment and then worry about it.  There is always a way to do what you need to do or reset the appointment.

P.S. Set the appointment for today or early tomorrow! There is no other choice that will work.  Consider every iron in the fire as RED HOT!

The first step after you have set a listing appointment is to do a search on the MLS tax roll database. To do this search use the address. (caution for most of the MLS databases this is a challenging search) For optimum success in this search: Search using only the House number and the Street name. Do not use Direction or suffix, i. e. 1013 Columbia, not 1013 West Columbia Freeway. Less is more!  When successful you may print the full report,  include the full tax roll if you have the option. If your MLS system has a HISTORY feature, you will want to print the history also. History usually tells you if a home has been listed before by a Realtor and what happened while it was listed. You will want as much information as possible, before you visit with a seller. 

Next, are you preparing a 

• Listing presentation? 
• Comparative Market Analysis? 
• Competitive Market Analysis?
• CMA Professional? 
• Marketing Plan?  

Heavens! What is the difference?     

Here's a clue: Buyers Compare, Sellers Compete.

Comparative Market Analysis:  Prepared for Buyers-Should include CMA, History of the property including days on the market if allowed by your MLS. Could include: Technology!

Competitive Market Analysis:  Prepared for Seller's-Should include the use of a Marketing Plan, CMA, Listing Presentation Book.  Could include: Technology!

CMA Professional:  Prepared for Seller's-Should include the use of a Marketing Plan, CMA, Calender, Net Sheet, Market Analysis, Resume, Cover Letter, Cover Sheet,  Subject Property sheet, 2 bar graphs, A map of the Solds, Listing Presentation Book. This is a module of MLSWindows and Altaira.  Could include: Technology!

Marketing Plan: Prepared for Seller's-This list of Marketing steps should be included in all of the above! Include a calender for Seller's clarity. Could include: Technology!

The key to preparing a CMA is preparation! Understanding the theory helps too!  Apples to apples is the rule.

How do you do a CMA?  What is it based upon? What about the price per square foot method?  How do you get a price per square foot?  What do you do if you are in an area where there are only custom homes or a mixture of very old and brand new homes? 

More on this soon!   Meanwhile, Click Next button