As an agent it’s always been my belief that when representing clients it’s our job to be the calmest person in the transaction and to instill confidence the outcome of doing business with you will be positive. The message within our marketing is designed to cause some sort of response. What if the response you’re getting is stress and anxiety? When was the last time you looked at the message you’re sending to your database or farm area? Have you paid attention to the message being delivered on the phone by your agents or ISAs?
Does your message create stress or eliminate it in the current market? If you’re unintentionally creating stress you are literally shooting yourself in the foot.
Need an example?
Are you telling your database something like ”the market is hot I can sell your house in 24 hours.” “Just give me a 3 day listing and I’ll get it done.” Meanwhile, your clients are hearing all over the news buyers are having a tough time or listing are getting 55 offers and then you’re hit with the objection of where do I go when I sell?
So what do you do instead?
Change your message. What if you had a 7 point plan? Mr / Ms Seller we have created a four point plan to help with the current market. after you sign with use step 1) we identify the criteria for your next home and neighborhoods you would like to be in. 2) we send a letter to every home in that community letting them know we have a buyer looking in that community. 3) our team calls every home in the community to follow up on the letter. 4) we go through our list of other clients in your exact situation to see if one of their homes may be a match. 5) We go door to door in your desired neighborhoods knocking and asking if they would consider an offer on their property. 6) We will give you 25 door hangers to keep with you so if you see a house you like you can put them on the door and have them call us. 7) if non if that we have one of our investors buy your home and lease it back to you until you find the new one.
You see Mr seller we have never had one of our clients end up homeless and we don’t intend to start with you.
Now I just completely made all of those steps up as I’m writing this. I imagine with a little thought you could build your own program that would be relevant for the moment. stop having the where am I going to go conversation and start having the here is our plan conversation. It’s your job to remove obstacles and stress from the transaction.