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PART TWO.
6. Add a $1000 commission bonus to a buyer’s agent if it’s pending by a certain date. Again, be sure to list this in the MLS comments. If it’s a more expensive listing, the commission bonus should be higher. $1000 bonus on a $3 million listing won’t stand out like it will on a $300,000 listing.
*Always do a new seller’s net sheet when you’re adding any of these seller’s concessions to the transaction. Make sure the seller knows how their bottom line will be impacted. Many of these concessions will cost LESS than a price reduction, or make the price reduction a smaller one when combined with the concession.
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7. Seller does not require inspections waived. Again, a new concept that replaces the old market’s ‘as-is’ requirements.
8. Have your favorite lender create a rate sheet to give away at showings and open houses. The rate sheet should show 3 different ways of purchasing the home. 30-year fixed, a 3-2-1 buydown and a 7/23 or 5/25 adjustable.
9. Find out if your seller has an assumable mortgage. What’s the rate and what are the requirements? Advertise this in your MLS description as well as your home brochures! Note: All FHA, VA, and USDA mortgages are assumable and SOME other loans are as well.
10. Use 1800 Home Hotline on your for-sale signs to generate leads and possibly sell your listing yourself! 1800HomeHotline.com (Also refer to past podcasts about this system). Capture unlisted phone numbers, answer zero-transfer calls, or immediately call the prospect back. Secret: many of your initial calls will be from neighbors of your listing…those are listing leads!
11. Use a home brochure box next to or attached to your For Sale sign! There is an art to the home brochure. Of course, highlight all of the attributes of your listing, using the 1800 home hotline and including your email address. In addition to this, there are many ways you can utilize the home brochure to make your phone ring!
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Refer to our podcast called: How to HotRod your Real Estate Sign.
Homework: Discuss with your seller (or sellers) who aren’t selling right away and decide on a new strategy. Alternatively, start employing some or all of these items on your NEW listings, right from the get-go. You can combine the incentives we discussed, or try one at a time. Ultimately, you’ll probably need to adjust the price as well, so make sure you’re involved in Premier Coaching to get those price-reduction scripts!
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