Posts tagged RE/MAX Northwest
Listing Presentation Dos & Don’ts

 Lately, we’ve been revamping listing presentations here at RE/MAX Northwest. After running a few collaborative seminars and checking in with our agents about what they do, we came up with some tips that seem to be applicable across the board.

adult-blur-brainstorming-401684.jpg

DO

be prepared for a listing appointment to come up at any moment

If you are waiting until you book a listing appointment to finish your presentation, you are putting yourself at risk. Be ready to take the opportunity as soon as it presents itself. This will also protect you in case an appointment comes up while you’re in the middle of another difficult transaction and can’t give much time to your preparation.

abandoned-architecture-black-and-white-1123876.jpg

DON’T

forget about bad comps

When looking for comps on a property, you may have found a house that you knew wasn’t a fair comparison. Just because you knew to throw it out doesn’t mean the client or another agent will. Be prepared to justify why you don’t think a certain property should be included in price calculations.


board-game-challenge-checkmate-51055.jpg

DO

treat every listing as competitive

Even when talking to your own past clients, never assume you’re a shoe-in. You don’t have to give a hard sell to close friends, but make sure they know you’re serious about what you do.


art-close-up-heart-161711.jpg

DON’T

trash talk other agents

Being nice means respectfully disagreeing. Use phrases like, “I understand where that price estimate is coming from, but I would suggest listing lower because…” It’s possible to counter what another agent says without calling them wrong or stupid. Be the bigger person – it’s a sign of a true professional.


baby-bed-bedroom-971435.jpg

DO

ask about their expectations and motivation

If they have an unrealistic price or timeline in mind, you want to know that right away. For new clients, ask why they aren’t using the agent who sold them the house. Always find out why they are selling, and what’s most important to them (a minimum price? A quick close?). Knowing what matters most to your potential clients gives you the chance to highlight how you can help them.


black-and-white-black-and-white-black-and-white-262488.jpg

DON’T

offer a price right away

If possible, save the price for a second appointment, or follow-up call/email – it’s another opportunity to build rapport and strengthen the relationship. If you feel like you need to give them an answer at the first appointment, wait until you’ve already sold them on you and your approach. It should be one of the last things you talk about. If the client is pushing for a number (or telling you that the last agent they interviewed gave them a number), try suggesting a large range and explain why choosing the right price is important and can’t be rushed.


close-up-close-up-fingers-1249214.jpg

DO

get rejected

If you get every listing you try for, you aren’t going for very competitive listings. The science is clear: we learn best from our mistakes. If you’re getting everything you try for, you’re not pushing yourself.


bookcase-books-computers-1329068.jpg

DON’T

treat a listing as a “buyer machine”

Sellers are clients, not just a way to get your phone ringing. Buyer leads are a great benefit of listing a home, but your priority should always be the client you already have.


blur-business-candy-330990.jpg

DO

leave them with something

Whether it’s a copy of your testimonials, a professionally printed presentation, or an outline of your marketing program, make sure you're memorable by leaving a little something behind.

 

 

RE/MAX Northwest: Growing to Serve You Better

In August of 2018, RE/MAX Northwest joined forces with RE/MAX Professionals to become the fifth largest RE/MAX in the United States. Infusing innovative technology with a personal approach to real estate, we are now home to 375 agents and 10 offices locations to serve Washington State. 

Our journey started in 2011 when Matt van Winkle founded his first brokerage, RE/MAX On the Lake, with just one office in Seattle. Starting as a solo agent, he was soon joined by other high-quality agents and the brokerage quickly expanded to include offices in Bellevue and Issaquah. In 2015, RE/MAX On the Lake acquired RE/MAX Northwest to become the largest RE/MAX in Washington State, servicing clients with six office locations and 250 agents.

The foundation of the brokerage was built on one simple mantra,

 
Work Hard Be Nice - Copy.png
 

There are many challenging aspects of the real estate industry, and we feel strongly that these two rules can conquer any obstacle. Keeping those values close to heart, Matt and his colleagues have blazed a trail in the real estate industry by capitalizing on technology advancements intertwined with providing the highest level of customer service. We are excited for what our future holds as we continue to create new opportunities that aid in the growth of our agents.

Work Hard. Be Nice.
architecture-chair-color-1080696 -  house home.jpg

Our office mantra is simple: “Work Hard, Be Nice.” But with so many different people involved in every transaction, one of the biggest challenges in real estate is working with people who aren’t following the same advice. The barrier to entry in real estate and lending is so low; from time to time we encounter unprofessional or ill-equipped agents.

When our agents are faced with rude people in a transaction, we encourage them to seize the opportunity to really shine and show their value. If they can stand out, they’ll be able to provide better service and in the end, generate more business.

While reading Inc.com, I came across this article about the “10 Habits of Remarkably Polite People” and saw how easily this could apply to real estate agents. It was uncanny because I was also in the process of re-reading Dale Carnegie’s classic “How To Win Friends and Influence People” and in 80-years, not much has changed.

As agents, we need people to want to be around us. If people don’t gravitate towards us, it is hard to build the relationship and trust necessary to do a good job and maintain an active sphere. We highly recommend checking out this article for some tips. Remember, being polite is a great way to increase your gravitational pull, and it fits right in with the four words that define everything we do - 

Work Hard Be Nice - Copy.png
The Five "Whys" in Real Estate

As a real estate agent, you are on a team. For every transaction you’re on a team with the other agent, the lender, the clients, the inspector, etc. But at the same time you’re an independent business owner, working to manage your sphere, your marketing and your deals. This means you may end up with the same problems that can come up in teams, but with few of the team-based solutions. This is why it’s vital for you to be on the lookout for any problem you CAN solve by yourself. That’s where the Five Whys can help.

The Five Whys has its origins in the Toyota Production System, but can be applied to all sorts of businesses. The core idea is to keep asking the simple question “why” until you find the core issue. For example:

The deal I was working on fell through.

Why?

We didn’t get funded in time.

Why?

The bank required 15 days and they only had 11 days.

Why?

My client took too long to get the paperwork in.

Why?

They forgot and no one reminded them.

Why?

I thought that was the loan officer’s job, and she thought it was mine.

And there it is. A problem that seemed to be out of the agent’s control is turned into a simple option: either talk to the loan officer about reminding clients, or add the reminder to your own task list (or both!).

There’s nothing magical about asking five times, but on average it’s the number you have to go through before you get to that critical, actionable, real answer to what caused a problem. The trick is that this isn’t a process you can casually think about in your head. You have to form the actual words. Write it down, type it up, or say it out loud. Seeing your thought process in real words is the best way to make sure you’re staying honest with yourself, and not placing blame when you should be looking for solutions.

If you find that your Whys aren’t getting you anywhere, here are some other questions to consider:

What made this time different than other times?

When was the earliest time we could have fixed this? When was the latest?

Whose actions affected (or could have affected) the outcome?

What prevented alternative solutions from working (extensions, addenda, price changes, etc)?

And most importantly:

What can I do right now to prevent this from happening in the future?

In these busy summer months, it’s easy to let the busy pace of the market get in the way of reflection and development. But learning from failure is key if you want to earn more, work less, or do both. Next time you’re hit with a big failure, take five minutes to talk through the problem and find your solution.

For more info on the Five Whys, check out the articles on HBR and the Asana blog.