One of the core beliefs that the best listing clients shares with me is that they can envision their future buyer. We wouldn’t believe the time was right, unless we could envision that someone would want what you have, and desire it enough to pay the price that the market would now justify at your address.
While our rational side realizes that there may be many statistical buyers, the fact is that the best clients share my vision in that the energy and vision put into the preparation for the home is tailored for that person they are trying to envision buying the home. They know they are there. We’ve done the homework, studied the demographics and seen the trends. For this price, these homes are selling.
On a more personal level though, they can sense who that person is, why they’d move here, and what features about the home should be highlighted. In knowing and believing that such a family or individual is out there, we list the house more intelligently: The best client understands, as I’ve written in past weeks, that when there is a showing – it is, literally, show time. All the energy of the desire to do it right is placed behind those first showings, since the first offers, are usually the best ones.
Having a sense that there is a buyer out there, however, leads the best clients to leave nothing to chance. The universe may be a hard place to predict future events in, but one critical fact that great listings never forget is that the universe is largely apathetic. It isn’t hostile, it just doesn’t care. That’s why we collectively work harder to overcome chance. To take the vision of the buyer, and employ it into every nook and cranny of the presentation.
When I say “it’s show time” what we are saying collectively (to the prospect) is that the first impression is key and having someone represent your listing, with as much vigor as you would, with the right level of passion and knowledge, and a keen sense of awareness is a minimum standard for a real estate agent if you are to obtain your listing price.
Another quality that is key in envisioning your buyer, that best clients exhibit, is that while they’ve priced their home close to what the market is indicating, they understand that getting that number right the first time typically leads to a timely sale – one that occurs in less than 90 days.
Listing your home for an astronomical price and hoping, is not a strategy. Envisioning your buyer is the first step in accepting the fact that you are really ready to part with it and that you’ve accepted there is someone else out there for your house. While it is great to have listings, it does nothing for a Realtor to have listings that will never sell because the price was set unrealistically because they simply could not envision the buyer.
Envisioning your buyer is your core belief, your safety in knowing, that you are right. The price is right, the time is right and the presentation is right.
If you found this article interesting and would like help envisioning your future buyer,
don’t hesitate to contact me at 613.676.4463 or tlynnwebster@gmail.com
