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13 Things Your Agent Must Do To Maximize Your Profits!
Ready to place your home on the market? Do you understand
the process and details of selling a home? Before you
list with an agent, educate yourself on all the factors
that will affect your profit. Be as informed as possible
so you can make the absolutely best business decisions.
After all, the sale of your home is a business decision!
Most of us are not tuned into the trends and fluctuations
of the real estate market. Likewise we are not aware
of the necessary steps to maximize profits on the sale
of our home. Typically we rely heavily upon an agent
to lead us down the most profitable path. When considering
our home is usually the most valuable asset we own,
doesn't it make sense to list with someone who will
maximize our profits? But how do we find that agent?
This report is designed to empower you with critical
information necessary to evaluate an agent's qualifications
and help you identify the professional top producer.
The more meticulous you become in selecting the right
agent the higher your profits will be!
Start by doing some research. Find out who the most
active agents are in your market. Look at advertising
to see how professional it is. Ask friends and family.
Drive around the neighborhood looking for yard signs.
Then compile a list of agents.
1. The Phone Interview - Place a call to each of the
agents on your list. Document how quickly they returned
your call. Remember: they will be returning calls to
your prospective home buyers. Do an initial 'feel out'
interview over the phone so when you meet you will both
be prepared.
2. Request a Complete Plan - From title to escrow, request
a complete plan as to the services they can provide
for you.
3. Evaluate Their Team - Top producers will have established
relationships with lenders, title reps, inspectors...
everything. They are there for your benefit and if they
are ill prepared to handle all the steps, you are being
short changed.
4. Detailed Report of your Property - Request a complete
report of your property with ideas for improvements,
cosmetic changes, structural repairs or anything that
could add value to your property. Remember a small investment
up front will pay higher dividends at the time of sale.
5. Alternative Report - Request a complete report of
alternatives to the home sale. What would current market
leases generate? Rentals? Responsibilities attached
with leasing? Have your agent educate you as to all
your options.
6. Insist on Prequalification - Don't waste valuable
time negotiating or showing your property to unqualified
prospects. Insist your agent prequalifies candidates
to screen out all unwanted prospects.
7. A Net Sheet - Request a complete net sheet, minus
commissions and fees, showing your exact proceeds at
the time of sale.
8. A Marketing Plan - Insist on a step-by-step marketing
plan of how your property is going to be sold and marketed.
Look for innovative ways to attract home buyers. Demand
24-hour advertising, lead accountability and tracking
services. These services exist and you should insist
upon them.
9. Telemarketing Efforts - Investigate the agents telemarketing
team. Do they just cold call or do they have a mechanism
to create proactive leads and call on those prospects?
10. Direct Mail - Investigate the agents capacity to
send direct mail. How often do prospects receive mail?
Is it professional? Does the mail piece motivate prospects
to respond?
11. Advertising - Is it well written and professional?
How many ad mediums do they utilize? They should be
advertising in at least three; a homes magazine, community
or local newspaper and yard signs. Remember: the quality
of the advertising will directly influence how well
your home will be perceived.
12. Negotiation Strategy - Have a written, well conceived,
negotiation strategy. The old adage, "You don't
get what you deserve, you get what you negotiate"
rings true in real estate. Insist on a sound negotiation
strategy before you entertain buyers.
13. Closing Checklist - Be sure to get a written closing
checklist. You need to know in detail how you will conclude
the sale of your home. This should provide a step-by-step
procedure that will be easy to understand and follow.
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