By: Wade Webb

Why My Listing Just Isn't Selling?

Tags: Building Real Estate Leads, buyer and seller leads, create the results in real estate, Face-to-Face Meetings, Fair Market Value, real estate agent, real estate business more productive, Real Estate Database, Gardiner Realty, Royal LePage, Wade Webb



We are past the end of our spring market and have entered the summer market. Let me ask you this question. Do you have a listing that just isn’t selling? Or even worse, sellers are dominating the conversation because of what is happening in the media? This week I’ve got solutions for both of those scenarios so you can sell your properties faster and get your customers what they want. So why isn’t the listing selling? Write this down….. If it isn’t compelling, it isn’t selling!

Action Steps to Help Sell Your Real Estate Listing

#1 Face-to-Face Meeting

Start by making sure you are meeting with all the decision makers involved in a face-to-face meeting. When you meet face to face ask them again “Why do you want to sell?” Help remind them of their “why”, what they are avoiding (Pain) or what they are moving towards (Pleasure).

#2 Undrestand Their Point of View

If you don’t start by understanding your customers’ point of view, you’ll instantly be out of rapport with their perspective. Think of the things they are reading like the WSJ, Globe & Mail, Fortune Magazine, CNN Financial, and similar publications. All those media sources are saying there is no inventory! Most people only see the news story of millions of people wanting to buy homes and there are no homes for sale!

#3 Break Down The Information

Let them know the national, state, provincial and city stats versus what is happening locally in the community. Get them out of the global mindset and have them focus on what is happening in their backyard. That starts by meeting them at their perspective and world view.

Above Fair Market Value – Not Compelling. Talk about pricing above the fair market value, and how having a higher pricing strategy hasn’t worked so far… The data and the market have showed at their current price the home isn’t compelling.

Fair Market Value – Compelling Pricing at the fair market value is really just going off the comps. This will make the property more compelling, but there is an even better strategy…

Below Fair Market – Extremely Compelling What really makes property more compelling? When the price is extremely compelling, you create a bidding war and feeding frenzy around the property! Announce a price that is below fair market value to everyone!

Strength and courage,