6 Keys to Supporting Your Sellers To Win Future Referrals
50 Ways to Serve and Sell a Listing
February 1, 2021
Sarah Kirsch Richardson
Founder and CEO
7373 N. Scottsdale Road, Suite A100
Scottsdale, AZ 85253
It’s a no-brainer: One of the best ways to win future referrals is to give your current clients a positive experience. When a client loves working with you, it means you’re tapping into an entire network of potential clients you’ve never even met. And on the contrary, if your sellers have a negative experience, you’re eliminating future referrals from the realm of possibility. That’s why it’s important to keep a consistent game plan for every client to make sure your sellers feel supported along their journey.
Here are six keys to supporting your sellers on the journey to sold:
- Your clients want to know that you’re doing everything in your power to sell their home, so even the smallest update from you can help put their minds at ease and let them know you’re “on it.” Consider keeping a bank of template check-in emails, updates, and even quick responses to questions that require a long answer to let them know you got their note and you’ll follow up.
- Name Your It’s not unusual for clients to have a number they expect the selling price to be when you meet for the first time. However, it’s your job to objectively review comps in the area and make sure the home is priced correctly. If the home isn’t priced appropriately, it won’t sell, and then you’ll have unhappy clients who’ll have no problem spreading the word of their unhappiness. Have an open dialogue with your clients and be prepared to back up your pricing claims with any combination of comps, your experience in the business, and market data.
- Full If your clients want the selling process to move swiftly, they need to understand the importance of being upfront about any issues with the home. The rug may have hidden that one spot on the floor for a while, but home inspectors and appraisal experts are wired to find it all. Make sure your clients know it’s better to be upfront to ensure the home is priced with the whole picture in mind so there are no roadblocks along the way.
- Discuss the Marketing Budget. Don’t assume your clients understand what it takes to market a property, including spend. Be upfront about the costs associated with selling and share a thoughtful plan of attack for Be prepared to back up these costs with past examples and demonstrate how a reasonable spend can go a long way in selling the home quickly.
- Seeing is For sellers, one of the most uncomfortable parts about selling a home is how intrusive the whole process feels. Sit down with your clients and determine if open houses are an option they’re comfortable with. It’s equally important to ensure your clients are mentally prepared to deal with the inconvenience of showing their home. They’ll need to be ready for a showing at a moment’s notice, and that means the house must always be neat before leaving for the day. Remind them how normal it is to feel this way and that it will be worth it in the end.
- The “Extras”. Sellers might not expect you to attend the home inspection or appraisal, but it’s a good idea to go anyway. Why? You’ll be around for any questions that arise and you’ll hear the results It’s a great way to help your clients feel supported throughout the whole process. And, you’ll know exactly what’s reasonable if there’s a need for any adjustments to the selling price.
It’s easy to become distracted from your current project when you’re constantly looking ahead and trying to identify where your next lead will come from. While you shouldn’t ignore additional prospecting efforts completely, rest assured, staying more attentive to your current clients will serve your bottom line in the long run.