Hi all,

Just thought I'd share what has happened with the listing I took as a result of the consultative approach.

I feel I'd have gotten the listing/business anyway because this is my neighborhood and I'm known in the area for getting houses sold at full price or close to it. In fact, my list to price ratio is 98.9%. But I think the consultant approach made it much easier because, perhaps for the first time, I think the Seller could really UNDERSTAND the value that a professional brings.

Now, here's the cool thing. It's already under contract. It took less than 6 days to get a contract on it and although not full price it was close enough to make him very happy since this means he can join his wife & family in Pa. much sooner than he had thought.

And, sure enough, there have been landmines to negotiate. There are septic system issues and a few other oddball issues that he would not have had the time or knowledge to work through. I was able to get these things wrapped up in a few days and he thinks I'm a genius! We close on Jan. 12th.

Deb Orth, REALTOR®, ABR, SHS,
ePRO- Certified Internet Marketing Specialist
ACRE - Accredited Consultant in Real Estate

I'm working on editing the Seller Needs Analysis and need some clarification on one item:

-Supply initial draft of Purchase and Sale

I don't know what is meant by this.

Thanks,
Betty

Just wanted to let y'all know that I had my appointment Monday evening. It went very well, even though I was nervous. The Seller didn't know I was nervous or that I hadn't made a presentation like this before, so it was smooth from his perspective.

Even though I had his Seller needs Analysis, I wanted to know more about him and his motivation for selling (wife has already relocated and he's staying in an empty house-in the basement on a cot); wants to sell fast; wants to save the commission; has sold FSBO once before. I asked him what he liked most about selling FSBO and what he liked the least.

He said he liked saving $$$. The part he liked the least was the after the contract was signed. he said he could remember how much "pain" there was trying to be sure the buyer was really qualified, the landmines surrounding the home inspection and request for repairs, which
is where one of his contracts blew up. We talked a while and then I gave him an overview of what services I offered.

By the time we got through, he said that selling fast was his biggest issue and he decided that even though he had the ability to do so, he didn't have the time to do what I could do. I walked away with a listing.

He was impressed that I wasn't trying to "sell" him on a listing presentation. He thinks a lot of REALTORS® sell their souls just to get a listing and he feels much better knowing a "professional" who has confidence in herself is in the driver's seat.

Deb Orth