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A Seller's Market Mind Set

It's a new game Seller's Market. Learn to play like a PRO and help your clients WIN.

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A Seller's Market Mind Set

Out with the old, in with the new.The hardest thing about creating a winning Mind Set in a dynamically different seller's marketis trashing thoughts, ideas, strategies and action plans that used to work well in buyer'smarket, but hurt you in a Seller's Market.

We need to consciously choose what to STOP, what to START and what to CONTINUE. Weremain relevant, and valuable we must adapt to the realities of the new market.

Can you create new habits?Will you create new habits?

Let's GO!

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A Seller's Market Mind Set

You are the Magic Bullet.In a market where listing agents help their sellers sift through multiple offers, if you're knowas a; jerk-to-deal-with, lazy, apathetic, condescending, bipolar, flippant, impatient, untruthful,uninformed, dim, or you beam other unsavory vibrations, you will repel opportunities for youand your clients.

Reputation either helps us or hurts. It's not neutral.

The goal is to attract opportunity and choice by being the person everyone wants to workwith. People will choose people they trust over people they don't. Don't we want people tochoose to work with us? Let's behave in way that makes us happy to know our reputation willprecede us. In fact, we count on it.

Let's get it together, Be Better. Let's be PRO.

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A Seller's Market Mind Set

Fast is FIRST.Listen. In a market where every listing is virtually money in the bank, if we hesitate, pause,ponder or otherwise stall, we lose. Even worse, our clients lose. Let's not LOSE, let's WIN.

Success goes to the supremely action oriented. Be supremely action oriented!

If you're like me, being supremely action oriented means that we'll have to move way outsideour comfort zone. We'll have to do things that are new and scary and make us feel nervous.So what! We have to be brave and run forward.

Fail Faster Succeed Sooner is the only way to GO, GO, GO! Let's jumpppppppp-)

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A Seller's Market Mind Set

Don't Lose Because You're LazyIt's pretty simple. Opportunities are abundant and richer than ever. Therefore, competition isfierce.

Because every opportunity is golden, let's not blow golden opportunities because we're asunprepared as an amateur.

Anticipate concerns, fears, doubts, desires, road blocks and every little and big thing that canstop or forward progress. Then act on it with confidence.

It's pretty basic stuff, a PRO is prepared. Amateurs get creamed by PRO's and shunned by thepublic.

Be Prepared Like A PRO. If it was easy, everyone could do it. But they can't. You CAN. Will you?

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A Seller's Market Mind Set

Let's talk about SELLER'S.

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A Seller's Market Mind Set

Sellers Remorse Is Real Too.We've all experienced Buyers Remorse.

Sellers Remorse is Buyers Remorse's equally evil twin.

Without setting shared expectations for a super-fast sale a positive event (the sale) canshape-shift into fear and doubt.

"Did we price our home to low?Did we leave money on the table?Are we stupid?Did our agent mislead us?Should we ask for reduced commission?Should we reject the offer and raise our price?

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And other natural fears and doubts.

Before you leave the listing/marketing appointment agree on a set of shared expectationsand possible outcomes.

Avoid Sellers Remorse. Communication is key.

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A Seller's Market Mind Set

A Super-Fast Sale Is A Good Thing.What's more valuable, A or B?

A. Sell a property with acceptable price and terms in an Average Number Of Weeks OnMarket. Generate scores of inconvenient showing appointments where the seller and theirfamilies have to pick up, clean up, pack up and scramble out of their home for two hourshowing appointment window, sometimes several times a day on the weekends.

OR

B. Sell a property with acceptable price and terms in a few hours or days instead of weeks ormonths. Eliminate all the hassel of picking up, cleaning up, packing up and scrambling in andout, day after day.

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Which is more valuable, A. More Hassel or B. Less Hassel?

Have this conversation with your sellers and keep things cool. B is way better than A.

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A Seller's Market Mind Set

Your Job Is To Push The Envelope For Your Sellers.Don't lose the listing or lose money for the seller because you lack confidence.

If the factors (persona feet-on-the-streel experience and detailed market research) add uppositively, you have an amazing marketing plan, a favorable property location and theproperty shows sweet, you have a moral obligation to push the pricing envelope for yoursellers.

Be bold. But not foolish. Push it 10%, but no further.

Don't lose out for everyone by being a Price Prude.

Make good things happen, be bold, but not silly.

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A Seller's Market Mind Set

Tips On Helping Buyers WIN In A Seller's Market.Buyers need expert advice to win a Seller's Market. Here's a few ideas to help you and your'sWIN.

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A Seller's Market Mind Set

Honesty About Today's Reality Is Always The Best PolicyShare the good, the bad and the interesting.

Preparing your buyers for reality will help them get what they want without pulling their hairout, or worse, losing out on their dream home.

Communication is the key. As always.

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A Seller's Market Mind Set

SHOW and SHARE, don't TELL and SELLWhen sharing the story about inventory, supply and demand, the laws of scarcity, theimportance of preparation and need for speed, it's meaningful and instructive to SHOW themwhat you're talking about in the form of third party data from your MLS and other crediblesources.

SHOW and SHARE, don't TELL and SELL.

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A Seller's Market Mind Set

Losing a Dream Home is a Nightmare.In a competitive multiple offers market, when our buyer's find their dream home everyoneneeds to haul-ass to get their offer submitted before other bidders show up.

To help our buyers move forward fast we'll want to make sure that we have our buyers fullyprepped and informed about what to expect in terms of procedures and paperwork.Familiarity creates confidence. Confidence leads to speedy action.

Let's make sure buying their dream home is a dream come true, not a nightmare gone sour.

Go fast. Go Pro.

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A Seller's Market Mind Set

The definition of a Good Deal is subjective.As Americans we've been conditioned to look for deals, steals. The definition of a Good Dealis subjective.

We're in a strong sellers market. Let's not let our buyers lose out because we haven't had acandid conversation about market conditions, trends, and pitfalls of focusing on good-dealinstead of sealing the deal.

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A Seller's Market Mind Set

Seller's are in the drivers seat.In a Buyer's Market buyers can demand that the seller repair this-and-that, or they'll walk.Seller's gritted their teeth and did what was necessary, requested and expected. After allbuyers were scarce, dream homes plentiful.

In a Seller's Market seller's can and will decline to make repairs. Especially cosmetic repairs.If the buyer walks, there's likely to be another buyer waiting in line or just around the corner.After all dream homes are scarce, buyers plentiful.

Get bids on the repairs your buyer's would like to have completed. If the seller won’t pay forthem don’t get angry or take your eyes off your prize. Provide you buyers names andnumbers of reputable repair and home improvement people who can get the job done for fastand affordably. Don’t let your buyer's lose their dream home because the seller won’t makethe property perfect or spend a few hundred dollars in cosmetic type repairs. If they like it,

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help them own it.

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A Seller's Market Mind Set

Not all buyers are created equally.Terms Of Purchase: To hone an edge and stand out in the sellers eyes consider sweeteningthe terms of your offer.

1. Larger down-payment.2. Bigger earnest money deposit.3. Short trigger point deadlines and exit clauses for things like the Option Period and days forfinancing approval.4. Provide the seller with written mortgage pre-approval from your lender.5. Flexible closing date.6. Possible seller lease back.7. A personal letter to the seller sharing a little bit about your buyers and their situationsometimes helps the seller choose one bidding buyers offer over the other.

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Be smart and sweeten your offers without paying more money.

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A Seller's Market Mind Set

Appeasing AppraisersLow appraisals suck.

We can't control the property appraisal outcome. We can help demonstrate value. And wecan control how we respond to a low appraisal.

Let's:

Prepare our buyer and seller clients for options in the event of low appraisal.

Seller: Negotiate a lower price, accept the buyers termination.

Buyer: Negotiate a lower price, cash up the difference between the contract price and theappraisal price. Terminate the contract.

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Help demonstrate value by preparing a Property Value Packet for the appraiser. Include inthe packet relevant comps, a laundry-list of improvements and upgrades including their cost.

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A Seller's Market Mind Set

Wishing you grace, speed and success.Ken Brand.com - Less Blah Blah More Ah Ha832-797-1779