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PLEASE CHOOSE BELOW: |
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| Showing Your Home |
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| Written by Jody Cowdrey | |||
| Saturday, 15 April 2006 | |||
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Leave The Selling To Us
While the home seller is actively getting the house ready to show, the listing
broker is actively spreading the word that the property is available. Generally
speaking, the listing is promoted to two groups: the real estate community and
the buying public.
Many home sellers are surprised to learn that approximately 56% of all buyers
come from referrals between brokers and their vast network of contacts.
Approximately 17% of buyers come from inquiries stimulated by “for sale” signs
in yards. The remaining 27% of buyers come from a combination of the real
estate company’s reputation and image, open houses, and advertising or other
promotional efforts. Obviously, the most productive source of buyers is working
closely with other brokers, and this is where your listing broker begins.
Here are some things to keep in mind when showing your home:
MLS Computer
The listing broker enters a profile of your house in the Multiple Listing
Service computer. This profile includes everything from location and price, to
available financing and number of baths, from house style and heating system to
special features and showing instructions. Now your house description is
instantly available to the entire MLS membership. (MLS is a membership service
available exclusively to brokers belonging to the Boards/ Association of
REALTORS®.)
In addition, your listing broker announces the listing at regular office sales
meetings, and points out noteworthy features. At Long & Foster, the listing
office, as well as other Long & Foster offices, may “tour” the property. In
addition, other real estate companies may also ask to tour your home. (Without
the lockbox, your house is inaccessible to this large network when you are not
home.)
Advertising
The yard sign provides additional exposure to the neighborhood and prospects
touring the area. Signs often create high-quality inquiries because prospects
like the area and the house and want to get a closer look inside. Your home, as
well as homes similar to yours, will be advertised from time to time in major
metropolitan and community newspapers and on the Internet for mass reach.
Direct mail cards are used to target specific neighborhoods.
Long & Foster also advertises nationally and internationally for potential
relocation buyers for your home in military and foreign service
publications.
Our World Search® staff visits military bases and foreign service
posts worldwide to introduce the services offered by Long & Foster. Our
entire Relocation Division receives over 9,000 leads annually, largely from
broker referrals and corporate transferees.
When It's Show Time
With all this activity, your listing broker and other selling brokers will be
bringing prospective brokers to see your house. Brokers will make an
appointment with the home seller, and will give you as much advance notice as
possible. That will give you time to tidy up, make beds, light dark areas,
perhaps pop something in the oven, like a spicy cake, pie, bread, or even a pan
of cinnamon. Make every effort to accept all appointments — you never know when
your buyer will walk through the front door. Also, have the property brochure
available with utility bills, MLS profile, house location survey, etc.
If You're Home
If you’re home, greet the prospects at the door and politely excuse yourself
and leave the selling to us. (Perhaps check the baking or take the dog for a
walk.)
Buying a home may be the largest single purchase a family will make in a
lifetime. It is a serious matter for them; therefore, too many distractions
could spoil the sale. We have found over the years that a number of pointers
make things a little easier for your Sales Associate and the buyers.
Too many people present during inspection may make the potential buyer feel
like an intruder, which makes it difficult for selling broker and buyer to be
at ease.
It’s better that you and your children busy yourselves in one part of the
house or outside, rather than tagging along. The broker knows the buyer’s
desires and can better emphasize your home’s features.
Quiet is the ideal environment. Noise is distracting, so don’t have the radio or TV on — the broker and the buyer need to hear each other! It’s better to keep pets out of the house. Buyers may be timid around an unfamiliar animal. Chatting with a potential buyer may dilute the broker’s ability to present
your home’s features in the best light. If asked a question, respond honestly,
but diplomatically refer questions to the broker.
The lived-in appearance makes it a home. There’s no need to apologize for its
appearance. Let the trained broker answer any objections.
Many a sale has been lost by trying to dispose of furniture and furnishings to
the potential buyer. Wait until after the sale is made.
Your listing broker is most qualified to bring negotiations to a favorable
conclusion.
Do not discuss price, terms, possession, or other factors with the potential
buyer.
If You're Not Home
Have the house ready and enclose pets in the basement, garage or back yard.
Selling brokers may leave their business cards or register at the listing
broker’s office, depending on local custom. Be sure to keep any cards and give
them to your listing broker as soon as possible for follow-up. When an open
house is scheduled, plan to be away for the afternoon. Make the house
accessible to the listing broker and be sure to leave word on how to contact
you.
Seller and Broker Team
During the listing period, the listing broker will periodically update the
home seller on the mortgage market, new competitive listings and sales in the
area, and progress in selling the home. The feedback between broker and seller
is vital to exchange selling suggestions and maintain maximum marketability.
The listing broker will follow-up with the other selling brokers and provide
feedback to the home seller. This mutual teamwork becomes especially important
later when negotiating offers to purchase.
Questions And Answers
Should I let anyone in to see the house?
If a prospective buyer calls or comes by unexpectedly without a broker, get
their name and phone number. Do not show the home. Explain that it is not a
convenient time. Call your listing broker so that the buyer can be qualified
and identified prior to showing. This is for your benefit and protection.
If an offer is imminent, should we still show the home?
A property is either sold or available—there is no in between. However, if
there is an accepted contract that contains a contingency, and back up
contracts are invited, then this must be made clear, and the house should be
shown. Refer the selling agent to your listing agent for details.
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