Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris.
Why does it seem that some listings sell immediately, with multiple offers but OTHER listings seem to be sitting??? Which are you experiencing? What are you expecting? What are your seller’s expectations?
Now that there are fewer buyers looking, each showing is far more valuable to you as a listing agent. No one wants to have slow or no showings and then have to talk to the seller who trusted you and figure out what to say to them while the house languishes on the market. That’s no fun.
What causes a listing to NOT sell? Why does a listing expire? Why does it get deprioritized by buyers or buyers’ agents? Why would a seller fire you when it’s only been on the market a few weeks? How can a listing actually get zero showings, especially when OTHER listings sell immediately? This is a symptom of a changing market!
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris’s Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://members.timandjulieharris.com/
15 Super Secret Strategies to Sell Your Listings Faster
1. Is your listing poorly presented? Perhaps it has poor or no staging. This includes clutter, questionable smells, not being clean, and not being bright. The goal is for the listing to show like a new construction model home. Consider adding shoe covers in a basket in the foyer. ‘Please remove your shoes or cover them to protect the floors which may someday be yours!’
2. Does your listing have a non-compelling description? This includes plain vanilla words like ‘open and airy floor plan’. Don’t make it sound like every other listing. Make the description convince me to show this property FIRST.
3. The pictures aren’t exciting, or worse they’re off-putting. This includes tiny iPhone pictures, pictures with kids sleeping in their beds, kitchen pictures with dirty dishes, bathroom pics with toilet lids up, the agent’s reflection taking the picture in the bathroom mirror, and any number of unprofessional pictures.
As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/?aff_code=670699
This issue is easy to fix. Hire a professional photographer, or take a photography class yourself. There are tons of easy and free photo tutorials on YouTube.
4. Does your listing have too many showing restrictions? If you can only show it on a Friday afternoon if the baby isn’t sleeping and it’s sunny outside, you won’t get many showings! If you can’t show it, you can’t sell it. This also applies to alarm systems, guard gates, and other complicated security measures.
5. Does your listing have poor curb appeal? 50% of the buying decision is made from the street. Does your listing look like a house that someone would be proud to come home to, or does it look abandoned? Do some simple things to improve the curb appeal, like a wreath on the door, a nice front doormat, plants on the porch, landscaping, weed removal, un-dead the grass, un-green the pool, etc.
6. Does your listing give a bad impression when you open the front door? The other 50% of the buying decision is made in the foyer. A clutter-free, bright foyer should make the buyer want to see the rest of the house, NOT make them want to turn around and go see the next home.
7. Could something be wrong with your actual MLS listing? Maybe your pictures aren’t loading, the description doesn’t make sense or it’s not categorized correctly. If you don’t put in the square footage and someone is searching for it, your listing won’t pop up. If you’re advertising a bunch of stipulations of what the seller will or won’t accept, your listing will go to the bottom of the showing list or simply not get shown at all.
8. Is your listing in the wrong pricing segment? If you’re at $509k, you’re possibly the least attractive listing for a search from $500k to $750k. That should be $499k to make it the BEST option for someone searching from $350 to $500k. It’s best to list at the correct price in the first place, but if you’re asking for a reduction, always call it an ‘adjustment’!
9. Does your listing look clearly overpriced when compared to its competition? If there are 10 listings that meet a buyer’s criteria, and your three-bedroom listing is priced as if it’s a four-bedroom, you’ll always look overpriced and go to the bottom of the showing list. Split levels or bi-levels priced like two stories or ranches usually look overpriced, as well as anything else unusual for your market, like a house on a slab when its competition all have basements.
10. Does your listing have a confusing floor plan? For example, a modern home in a colonial area, split levels, or anything unusual needs to have extra staging so buyers and buyer’s agents understand how the floorplan works. If you can’t tell what a room is supposed to be, the home just won’t resonate with a potential buyer.
11. Does your listing have negative feedback that never gets remedied and the price hasn’t improved to reflect that? Repetitive negative feedback causes listings to expire. Many expired sellers will tell you that they knew something must be wrong but no one ever helped them fix it.
Secret: Consider a pre-inspection, pre-appraisal, and Home Warranty for your next listing!
12. Does your listing have too many personal items like family pictures, degrees on the wall, specific artwork, wildlife ‘mounts’, etc? These things can distract the buyer from focusing on the property and how THEY would live there.
13. Does your listing have obvious detriments like bugs, dog hair, cat box smells, unidentifiable smells or stains, or other off-putting things that are making the buyer run away? Either price it to reflect the condition or fix the condition! Even a dirty, smelly, scary house will sell for the right price.
14. Does your listing have a lower-than-expected buyer-side commission? If a buyer’s agent is setting up showings and they have other choices, your listing will be deprioritized if the commission is too low.
Secret: Commissions are RISING in this shifting market. Don’t be the only one paying a terrible percentage to the buyer-side agent. They may just opt to not show your listing at all.
15. Are you being complacent or ineffective at communicating with the seller? When there’s competition in the market, you MUST have a proactive strategy for being the listing that wins. Your seller will be more willing to adjust the price if you’ve been proactive about everything else. Don’t make the mistake of the ONLY conversation being about price, price, price! That’s a great way to get fired. The object of the game is to be the listing agent when the house SELLS.
Work to eliminate these 15 potential challenges BEFORE you launch the listing. If that’s impossible, you must PRICE the home to be more competitive. It’s no longer good enough for a listing to just be available. The home you’re listing must SHINE and be the clear choice for any buyer who sees it.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris’s Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://members.timandjulieharris.com/
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