Less Blah Blah More Ah Ha in a Seller's Market

A Seller's Market Mind Set

It's a new game Seller's Market. Learn to play like a PRO and help your clients WIN.

Created with Haiku Deck Photo by PheonixLee
By Ken Brand 832-797-1779

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Out with the old, in with the new.
The hardest thing about creating a winning Mind Set in a dynamically different seller's market
is trashing thoughts, ideas, strategies and action plans that used to work well in buyer's
market, but hurt you in a Seller's Market.

We need to consciously choose what to STOP, what to START and what to CONTINUE. We
remain relevant, and valuable we must adapt to the realities of the new market.

Can you create new habits?
Will you create new habits?

Let's GO!

Created with Haiku Deck Photo by Jacob Davies

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You are the Magic Bullet.
In a market where listing agents help their sellers sift through multiple offers, if you're know
as a; jerk-to-deal-with, lazy, apathetic, condescending, bipolar, flippant, impatient, untruthful,
uninformed, dim, or you beam other unsavory vibrations, you will repel opportunities for you
and your clients.

Reputation either helps us or hurts. It's not neutral.

The goal is to attract opportunity and choice by being the person everyone wants to work
with. People will choose people they trust over people they don't. Don't we want people to
choose to work with us? Let's behave in way that makes us happy to know our reputation will
precede us. In fact, we count on it.

Let's get it together, Be Better. Let's be PRO.

Created with Haiku Deck Photo by Jaclyn Auletta

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Fast is FIRST.
Listen. In a market where every listing is virtually money in the bank, if we hesitate, pause,
ponder or otherwise stall, we lose. Even worse, our clients lose. Let's not LOSE, let's WIN.

Success goes to the supremely action oriented. Be supremely action oriented!

If you're like me, being supremely action oriented means that we'll have to move way outside
our comfort zone. We'll have to do things that are new and scary and make us feel nervous.
So what! We have to be brave and run forward.

Fail Faster Succeed Sooner is the only way to GO, GO, GO! Let's jumpppppppp-)

Created with Haiku Deck Photo by Jeroen Bennink

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Don't Lose Because You're Lazy
It's pretty simple. Opportunities are abundant and richer than ever. Therefore, competition is
fierce.

Because every opportunity is golden, let's not blow golden opportunities because we're as
unprepared as an amateur.

Anticipate concerns, fears, doubts, desires, road blocks and every little and big thing that can
stop or forward progress. Then act on it with confidence.

It's pretty basic stuff, a PRO is prepared. Amateurs get creamed by PRO's and shunned by the
public.

Be Prepared Like A PRO. If it was easy, everyone could do it. But they can't. You CAN. Will you?

Created with Haiku Deck Photo by Shreyans Bhansali

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Let's talk about SELLER'S.

Created with Haiku Deck Photo by Mike Bailey-Gates

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Sellers Remorse Is Real Too.
We've all experienced Buyers Remorse.

Sellers Remorse is Buyers Remorse's equally evil twin.

Without setting shared expectations for a super-fast sale a positive event (the sale) can
shape-shift into fear and doubt.

"Did we price our home to low?
Did we leave money on the table?
Are we stupid?
Did our agent mislead us?
Should we ask for reduced commission?
Should we reject the offer and raise our price?

Created with Haiku Deck Photo by Mike Bailey-Gates

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And other natural fears and doubts.

Before you leave the listing/marketing appointment agree on a set of shared expectations
and possible outcomes.

Avoid Sellers Remorse. Communication is key.

Created with Haiku Deck Photo by Stacy Brunner

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A Super-Fast Sale Is A Good Thing.
What's more valuable, A or B?

A. Sell a property with acceptable price and terms in an Average Number Of Weeks On
Market. Generate scores of inconvenient showing appointments where the seller and their
families have to pick up, clean up, pack up and scramble out of their home for two hour
showing appointment window, sometimes several times a day on the weekends.

OR

B. Sell a property with acceptable price and terms in a few hours or days instead of weeks or
months. Eliminate all the hassel of picking up, cleaning up, packing up and scrambling in and
out, day after day.

Created with Haiku Deck Photo by Stacy Brunner

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Which is more valuable, A. More Hassel or B. Less Hassel?

Have this conversation with your sellers and keep things cool. B is way better than A.

Created with Haiku Deck Photo by The Q

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Your Job Is To Push The Envelope For Your Sellers.
Don't lose the listing or lose money for the seller because you lack confidence.

If the factors (persona feet-on-the-streel experience and detailed market research) add up
positively, you have an amazing marketing plan, a favorable property location and the
property shows sweet, you have a moral obligation to push the pricing envelope for your
sellers.

Be bold. But not foolish. Push it 10%, but no further.

Don't lose out for everyone by being a Price Prude.

Make good things happen, be bold, but not silly.

Created with Haiku Deck Photo by The Q

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Created with Haiku Deck Photo by CRASH:candy

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Tips On Helping Buyers WIN In A Seller's Market.
Buyers need expert advice to win a Seller's Market. Here's a few ideas to help you and your's
WIN.

Created with Haiku Deck Photo by Sarah Buckley

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Honesty About Today's Reality Is Always The Best Policy
Share the good, the bad and the interesting.

Preparing your buyers for reality will help them get what they want without pulling their hair
out, or worse, losing out on their dream home.

Communication is the key. As always.

Created with Haiku Deck Photo by Henning Mühlinghaus

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SHOW and SHARE, don't TELL and SELL
When sharing the story about inventory, supply and demand, the laws of scarcity, the
importance of preparation and need for speed, it's meaningful and instructive to SHOW them
what you're talking about in the form of third party data from your MLS and other credible
sources.

SHOW and SHARE, don't TELL and SELL.

Created with Haiku Deck Photo by Erik Alfredo

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Losing a Dream Home is a Nightmare.
In a competitive multiple offers market, when our buyer's find their dream home everyone
needs to haul-ass to get their offer submitted before other bidders show up.

To help our buyers move forward fast we'll want to make sure that we have our buyers fully
prepped and informed about what to expect in terms of procedures and paperwork.
Familiarity creates confidence. Confidence leads to speedy action.

Let's make sure buying their dream home is a dream come true, not a nightmare gone sour.

Go fast. Go Pro.

Created with Haiku Deck Photo by Yamaha Watercraft Group

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The definition of a Good Deal is subjective.
As Americans we've been conditioned to look for deals, steals. The definition of a Good Deal
is subjective.

We're in a strong sellers market. Let's not let our buyers lose out because we haven't had a
candid conversation about market conditions, trends, and pitfalls of focusing on good-deal
instead of sealing the deal.

Created with Haiku Deck Photo by Pete Lounsbury

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Seller's are in the drivers seat.
In a Buyer's Market buyers can demand that the seller repair this-and-that, or they'll walk.
Seller's gritted their teeth and did what was necessary, requested and expected. After all
buyers were scarce, dream homes plentiful.

In a Seller's Market seller's can and will decline to make repairs. Especially cosmetic repairs.
If the buyer walks, there's likely to be another buyer waiting in line or just around the corner.
After all dream homes are scarce, buyers plentiful.

Get bids on the repairs your buyer's would like to have completed. If the seller won’t pay for
them don’t get angry or take your eyes off your prize. Provide you buyers names and
numbers of reputable repair and home improvement people who can get the job done for fast
and affordably. Don’t let your buyer's lose their dream home because the seller won’t make
the property perfect or spend a few hundred dollars in cosmetic type repairs. If they like it,

Created with Haiku Deck Photo by Pete Lounsbury

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help them own it.

Created with Haiku Deck Photo by mahalie stackpole

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Not all buyers are created equally.
Terms Of Purchase: To hone an edge and stand out in the sellers eyes consider sweetening
the terms of your offer.

1. Larger down-payment.
2. Bigger earnest money deposit.
3. Short trigger point deadlines and exit clauses for things like the Option Period and days for
financing approval.
4. Provide the seller with written mortgage pre-approval from your lender.
5. Flexible closing date.
6. Possible seller lease back.
7. A personal letter to the seller sharing a little bit about your buyers and their situation
sometimes helps the seller choose one bidding buyers offer over the other.

Created with Haiku Deck Photo by mahalie stackpole

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Be smart and sweeten your offers without paying more money.

Created with Haiku Deck Photo by Evan Long

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Appeasing Appraisers
Low appraisals suck.

We can't control the property appraisal outcome. We can help demonstrate value. And we
can control how we respond to a low appraisal.

Let's:

Prepare our buyer and seller clients for options in the event of low appraisal.

Seller: Negotiate a lower price, accept the buyers termination.

Buyer: Negotiate a lower price, cash up the difference between the contract price and the
appraisal price. Terminate the contract.

Created with Haiku Deck Photo by Evan Long

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Help demonstrate value by preparing a Property Value Packet for the appraiser. Include in
the packet relevant comps, a laundry-list of improvements and upgrades including their cost.

Created with Haiku Deck Photo by Hindrik Sijens

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Wishing you grace, speed and success.
Ken Brand.com - Less Blah Blah More Ah Ha
832-797-1779

Created with Haiku Deck Photo by bark

page 18 of 18

Less Blah Blah More Ah Ha in a Seller's Market

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