PUT YOUR CARDS ON THE TABLE!

©Copyright 2011 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi [name] and welcome to my Weekly Insight for Monday 16th May 2011

PUT YOUR CARDS ON THE TABLE!

Quote for the week

"Where facts are few, experts are many"

anon

In this market there are so many people making media releases about what they think is happening in "real estate world" that you can excuse clients for being a little confused.

Buyers are saying; "But compared to the CV this is a great offer."

Sellers are saying; "It's early days and my home is worth more than that."

In both these cases the clients need educating.

The buyer will be looking for a long time! Track all the latest sales in your area and see the really wide range of sale price to CV ratio.  Buyers are looking to a % variable on web sites but in your area there will be plenty of examples showing their understanding is causing them to miss out when making an offer. Just put your cards on the table and show them what is happening right now! Your 30 minutes research and regular updates will give you the ammunition to give buyers confidence to make a "buying" offer.

The Sellers need to see evidence of sales where the early offer they rejected was the best offer. How many times have you seen this? In the first 7-10 days in comes a strong offer (in our mind) only to be rejected by the seller. And 4-6 weeks later or longer, it sells for less than this first offer. 

Create a table of such sales and have them on hand. When is the best time to show these?  When you go back after 5pm on the day after you listed it, so you prepare your seller for this early offer.

Have the evidence in writing complete with pictures, dates and the numbers. You don't want it to happen to them! Once again simply "place your cards on the table." I guess that evidence is easy to collect? You could have it in your folder today! 

My "2 hours for $20" start TOMORROW in Whangarei, then to Auckland and Rotorua"

There is still time to book and secure a place at www.salescoach.co.nz  . 

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