I wrote this article a few years back, but since we’ve been talking about ways to win against the competition at listing appointments and how to get homes sold fast and for the right price, I thought is was worth a replay. If you have trouble downloading the file, please let me know!
Real estate isn’t rocket science. To be successful, you need to be deliberate and controlled in your daily activities. And, since your income is generally tied to the amount of time that you put in, it’s important to put in the time. (Yes, I know that sometimes people put in lots of time doing the “wrong” things, but you must admit: there is a direct correlation between effort and income.)
With all of the interesting and exciting changes in the real estate market today, I’m really excited about what the year holds. It’s a great time to be working with both buyers and sellers. With the latest changes to the FHA Mortgage Insurance Premium, there seems to be a flurry of activity that seems to be trickling into all levels of the real estate market.
What better time is there to sell, right?
To that end, I had the opportunity to present my webinar on How to Obtain Listings in Any Market live just the other day. It was a revision of a presentation that I did at the California Association of Realtors® annual meeting last October, but I added stuff to bring it into 2015.
In additional to reviewing 7 methods of obtaining listings in just about any real estate market, I also discussed the “pre-listing package”. One of the most important things that real estate professionals can do to enhance their careers is to work on personal presentations. A pre-listing package is a large part of that, and the webinar reviews what can be included in that package. But, the one piece of the package that is my absolute favorite is the Supply and Demand Worksheet.
Supply and Demand Worksheet
The Supply and Demand Worksheet is a worksheet that you can customize for each and every listing appointment. In it, you present data on the number of properties available at each price point (surrounding and including your recommended price point). You also present statistics on the probability that your client’s home will sell in 30 days.
If you have a client that does not agree with your suggested list price or if you have a client that does not want to make suggested repairs or alter the presentation of the home to prepare for sale, this chart provides compelling statistical evidence that prospective home sellers cannot ignore.
Because I love this chart so much and because I stink at math, with the help of my Virtual Assistant, we created an Excel Spreadsheet that does all of the mathematical calculations on Supply and Demand for you. All you need to do is plug in the number of Active and Pending listings in each price point.
It’s my gift to you, so don’t say that I never gave you anything 😉
P.S. If you want further instructions on the Supply and Demand Worksheet or if you want to learn more about how to obtain listings in any market, click here to watch the recorded webinar.