PART TWO

The initial tour of the property.
The kitchen table presentation – going for yes!
The email recap of meeting.

There is only one opportunity for a first impression. You have conducted a great first phone call because you pulled pertinent data for that phone interview. You do your best because you are paid very well for a short term service contract. Each of us is in the service business. We never take for granted that our friends or referrals will choose us. We choose to be prepared, we anticipate resistance, we must do our very best to win.

FIRST MAJOR TOPIC – IS THE SELLER IN THE READY STAGE?

Each of us in life, at all times, is in 1 of 4 states. We resist the ideas of others. We become open to others ideas. We are considering the other person’s idea, on a conditional basis, perhaps time, or something must occur. The fourth stage, is when we are ready to implement the idea. To succeed in life, to succeed in getting this listing, we must hone our skills to know “what state the potential client is in.”

From your initial call with the seller, and your initial email that they may have responded to, what STAGE of READINESS would you say they are in? 

Just like any relationship, if you do not know where people are in the process, the relationship may be strained. This is true of sellers, or even when dealing with family members, or other agents during the inspection phase. 

Knowing when people are NOT READY to make decisions allows us to redirect polite, respectful, fact-finding questions. And in the case of listings, you will be the logical choice as you built a trustworthy relationship. Be patient. The sales person’s adage is, “Always be closing” when in fact it should be, “Always be assessing.” After all, who wants to be closed by a salesperson? 

THREE THINGS TO CONSIDER BEFORE WE DISCUSS THE TRAINING FOR THE TOUR

Why would the seller not say YES to hire you? 

• They politely tell you they will think about it but have eliminated you.
• They have other agents to interview.
• The time period to move is weeks or months away and they are “not ready” to commit.
• They need to determine something in their lives that is tied to the possible move.

When it is logical and or recommended to do a “1-step” listing interview.  

• The seller is in a rush and feels they have to or want to make a hiring decision in the next 72 hours 
• You have high confidence that you “know what list price to recommend”
• They have given strong indication that there are no more interviews after you

The initial tour of the property with the prospective client 

Part 1 of the interview process was the phone call, part 2 the recap email. The tour is part 3. Keep in mind, the interview is a process. The actual “listing interview” at the kitchen table is only a portion of a winning process to eliminate the competitor and price the property correctly. 

• The tour is a time to build rapport – sellers usually let their guard down at this point – and put it up during the interview 
• The tour with the seller allows you to determine if the seller “is objective” about the features and condition as it relates to price

Items to Discovers on the Initial Tour

• Are there issues with property that will cause a buyer to not make an offer 
• Is the seller nonobjective about the condition of the property
• Is the seller revealing things that indicate it may be difficult to show the property
• Is the seller taking items from the home that will make it less attractive
• The seller will often reveal projects they have yet to do – which reveals the time table to put the property on the market
• The seller will often reveal problems with the property – deferred maintenance or things that don’t function properly

Key Questions for the Initial Tour

1. Can you share with me any capital improvements you have done in the last 2-3 years? 

2. If you were to stay, and were not thinking of moving, would there be any projects that may need attention?

3. What is the time frame when you would say you are ready for the house to be shown?

4. (If there is a required seller inspection) Have you had a chance to order your (city, county) inspection? 

5. Could I ask you, are you leaving any particular appliances, and or excluding anything in particular?

If you will notice, many of the questions are a variation of the question you asked on your initial call to the seller. However, if there is a second party, spouse or other taking the tour with you, you will get a more detailed answer in which to prepare you for your presentation. 

The tour is also very valuable in that it sets the tone for the sit-down interview that is about to occur. You asked the questions. You are in control. Often sellers will have “the 10 key questions to ask an agent during an interview.” You DON’T want them to ask you any of them. They are designed to disqualify you.