Get It on The Market
Oct 24, 2024“How hard do I push my clients?”
"I gave my seller 9 THINGS TO DO to get their house market ready. They’ve done 3 of them, but are resisting doing anything more. I already have $2000 invested in staging and photography. How hard do I push them to get everything done before we go live?"
This was the Ask the Experts question to her team on our weekly R Squared coaching call.
Floyd created a wonderful troubleshooting tool we can use together to access ideas and solutions that meet challenges, remove obstacles, and solve problems. It's called Ask The Experts.
Like every process we introduce to you as a Wickie, Ask The Experts works best when all involved understand the steps, follow the leader, and let the process work its’ magic.
Fill in the blanks when it's your turn
"My #1 goal is _________, and my #1 (challenge, obstacle, or problem) is _________. If you could give me one piece of advice, what would it be?"
This formula forces you to be specific; to clarify what you want; to focus on your goal; to think about the end result you want. Stating your goal gets you out of the problem-dwelling mind.
Ask The Experts is not a survey.
Fill in the blank by stating your goal; then fill in the blank with your biggest challenge, obstacle, or problem; and finally, ask for advice, by saying, "If you could give me one piece of advice, what would it be?"
Here are the team's responses with their advice.
- Get an estimate. How much will it cost and how long will it take to complete the market readying
- Advise your sellers that the buyers are going to inspect and ask for compensation
- You can lead a horse to water
- Pick your battles
- Get reimbursed
- Make sure it’s VA / FHA move-in ready
- Remember the sequence of things to do to get market ready: declutter first – then clean – then paint – then fix – then upgrade
As the coach, I don’t always take a turn unless I have something important that might have been missed.
In this case, I remembered a Wickman dialogue that I knew would help, so I began my advice by saying, “We don’t ever have to push, we just have to lead.”
How much will it probably sell for AS IS, and how much when it’s market ready? (The difference was about 10% of full market value.) Suggest this to your client. Let’s get it on the market AS IS at full market price. You start working on the remaining items on the readiness list. And if someone trips in willing to pay full market price AS IS, I say we let them have it. What do you say?
At the next call, she reported that the sellers agreed to put it on the market AS IS at full market price.
They had 20 showings and multiple offers, and it sold over the asking price.
Don’t push.
Get it on the market.
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