Another important aspect of marketing is presentation. You can help the seller understand what they can do to improve the cosmetic appearance of their home, and if necessary, the investments required to make their home sell at a higher price and during a shorter period of time.
A great value you will bring to the table is making home buyers and their agents aware of the home’s presence on the market. This means far more than putting a yard sign out, though your company’s name – and your own – can go a long way in drawing attention. These days, “selling” a home is really about “marketing”, and taking full advantage of both online and offline media. You’ll ensure descriptive and compelling marketing copy is produced on the home for use in both online and print materials, arrange for photography, explore the use of virtual tours with the seller, and bring a full range of marketing opportunities to the seller to promote the home in the most effective manner.
Once an offer is made, you again act in a consultative manner, helping your customer weigh the offer, and to negotiate for the best value for the home. While indeed your job is to “sell” the home, its important to ensure that the seller’s desire to “close the deal” doesn’t compromise their overall needs, or cause them to make a rash decision – the real goal is long term satisfaction, not immediate gain. After the buyer and seller have agreed on a price, you will work to facilitate the closing process, ensuring that all paperwork and financing is in order, and help the seller transfer ownership of their new home.
As in the case of the buyer, in the end, your job is to provide needed value and expertise. The sale of a home is a major event in anyone’s life, with the potential for financial gain through the sale, but sometimes a sense of emotional loss. By exercising and demonstrating your capabilities, you help the seller to make the most of their investment of time and money in a property, and often help them to buy a new home as part of the process. If you perform well – which we take to the next level at GMAC Real Estate through Premier Service – it’s very likely that your customer will turn to you for assistance in all their real estate needs, and refer friends and relatives to you for new business.
