PART 4: WHAT COMES NEXT?
Now that you’ve closed the deal and gotten a signature, there are just a few things to address before the actual selling process launches. These tasks will conclude a truly successful listing appointment. Prepping for and Scheduling Photos Since you’ve already toured the home, at this point you have an idea of what needs to be done to get the property photo-ready. But don’t hesitate to ask for another quick walk-through to go back over the particulars. What Makes a House a Home? To help the owners understand how buyers need to see the home, here’s a method I like to call “You Say, We Say.” This method allows the agent and the owners to have constructive dialogue about the home’s best qualities. For example let’s say you ask the owners what they love best about their house, and they answer with “the view from the kitchen window.” What’s the best way to spin that so buyers will find it appealing? Describe it as “beautiful, panoramic views of the surrounding woods and pond.” Explain to the owners how you’re casting a flattering light on their home with this description, and comment on what needs to happen (clean windows? trimming?) to assist the photography. Here are a few more examples. Owners: We love sitting on the front porch in the evenings. You: So, in the description, we’ll say, the perfect porch for whiling the hours away on a summer night.
We’ll need pressure wash it and get a few outdoor furniture upgrades. Owners: The high ceilings were a key feature for us when we bought it. You: In the description we can write, cathedral ceilings give the home an open, airy feel.
And we can
paint the ceilings a glossy white so they stand out.
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