Home Selling Simplified: Essential Realtor Advice

 

Realtors, your guidance is incredibly valuable for sellers as they embark on their home selling journey.

As a realtor, your guidance holds immense value for homeowners taking that leap into the real estate world.

With your expertise, you possess the power to transform their journey, helping them nail the pricing, boost that all-important curb appeal, and stage like pros.

This comprehensive playbook reveals tactics to cement your role as their trusted advisor from start to glorious finish.

Whether you're a seasoned veteran or just starting out, these tips will sharpen your skills and propel you towards new heights of home-selling mastery.

Master the art of getting homes sold, one potent strategy at a time.

Your seller clients are relying on you to steer them towards a successful sale.

Let's dive right in!

Top Takeaway:

When selling real estate, consider staging the client's home to showcase its best features. Pricing competitively and put emphasis on how hiring an agent can help attract potential buyers. Don't forget to highlight any unique selling points of your property.
 

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Chapter 1: Nail the Pricing Bullseye on Day One

Let's talk about nailing that listing price right from the get-go. It's absolutely crucial - get it right and you'll have qualified buyers lining up around the block.

But if you miss the mark, well, let's just say your selling journey might hit some speed bumps.

It's your job to help sellers stay grounded and objective, basing that all-important price on cold, hard data:

  • Current real estate market conditions

  • Recent comparable property sales in the area

  • The home's unique features and selling points

Arm your sellers with a detailed comparative market analysis (CMA) so they can see exactly where their home stands. No sugarcoating, just the honest truth!

With those insights in their back pocket, they'll be ready to make a smart, informed decision on the perfect price.

The Art of Strategic Pricing

Now, if you're in a sizzling seller's market, you might have a little room to nudge that price up a smidge. But in a buyer's market?

Come out swinging with a price that's aggressively competitive. You want to make those buyers do a double-take!

And don't be afraid to have that tough conversation about the dangers of overpricing. Appraisal problems, financing hiccups, and the dreaded "stale listing" stigma - no one wants to go down that road.

At the end of the day, your job is to guide your sellers to that pricing sweet spot. Here are a few strategic pricing tips to keep in your back pocket:

  • Price just a hair under a round number (think $499K instead of $500K) to catch more eyes In red-hot markets, consider pricing slightly under comps to ignite a bidding war

  • For those fancy, one-of-a-kind properties, you might want to inch above comps to show off that premium status Nail the price from day one to avoid those momentum-killing price cuts later on

Pricing is part art, part science.

Work hand-in-hand with your sellers to find that "juuust right" Goldilocks price - you know, the one that'll snag a quick sale and put the most money in their pockets.

Chapter 2: Skyrocket Your Home's Curb Appeal

First impressions are everything!

Boosting a property's curb appeal is absolutely essential for creating a memorable first look that instantly captivates buyers and makes them eager to see more.

 

Plenty of affordable improvements can work wonders:

  • A freshly mowed lawn and neatly trimmed shrubs

  • Splashes of colorful flowers or plants around the entrance

  • A newly painted, eye-catching front door in a bold hue

  • Modern exterior lighting and house numbers

  • Pressure washing to eliminate years of dirt and grime buildup

Don't forget to declutter the yard and porch too.

The goal is to present a clean, inviting blank slate for buyers to easily picture their dream life taking shape.

If your clients need a hand, recommend outstanding landscapers and handymen from your trusted network of pros.

Or walk through the property together to identify those high-impact tasks.

Keep in mind, maximizing curb appeal is an ongoing mission while the home's on the market, not just a one-time effort for photos and open houses.

Encourage your clients to keep that yard looking pristine for each and every showing.

Budget-Friendly Ways to Drastically Boost Curb Appeal

Want to know some clever, cost-effective ways for sellers to ratchet up that curb appeal without spending a fortune?

Check out these ideas:

  • Give the front door a facelift with an eye-popping new paint color for instant pizzazz

  • Add charming window boxes or cluster potted plants by the entry

  • Hang inviting string lights or lanterns on the porch

  • Breathe new life into tired patio furniture with a quick coat of spray paint

  • Swap out dated doorknobs, mailboxes, address numbers, and more with stylish new options

With a bit of resourceful DIY effort, small changes like these can dramatically enhance a home's first impression without requiring a huge investment.

Just concentrate those curb appeal upgrades on high-visibility spots like the critical entryway.

Lean on Your Network of Pros

Sprucing up a home's exterior can involve some tasks that are best left to the professionals, like intensive landscaping or exterior painting.

If your clients are feeling overwhelmed by their curb appeal to-do list, encourage them to tap into your vetted network of local pros.

Sharing those reliable recommendations saves your clients the headache of hunting down reputable contractors and ensures the work is done right.

You can also coordinate with those pros directly to get the ball rolling on key curb appeal projects.

Your clients will appreciate you going the extra mile!

Get Creative with Curb Appeal Staging

Curb appeal isn't just about maintenance and upgrades - creative staging can also make a big impact.

Here are some outside-the-box ideas:

  • Place a cheerful wreath or door hanger on the front door

  • Arrange a couple of Adirondack chairs on the porch with cozy throw pillows

  • Hang a hammock or porch swing in the yard

  • Set up a cute lemonade stand or gardening station for a whimsical touch

  • Add lanterns along the walkway for a magical glow at twilight showings

Eye-catching staging draws buyers in before they even step inside.

It's all about painting an irresistible picture of the enviable lifestyle the home offers.

With the right mix of tidying, simple improvements, savvy staging, and ongoing upkeep, you can help your clients' homes make a lasting first impression that buyers won't soon forget.

Now go amp up that curb appeal!

Chapter 3: Unleash the Staging Sorcery

Staging is an absolute game-changer for scoring faster sales and bigger profits.

Get this - staged homes sell a whopping 88% quicker on average and rake in 20% higher sale prices.

 

You can't argue with stats like those!

Help sellers understand the magic staging can work for their listing.

  • A cramped living room transforms into an inviting oasis with the right furniture layout.

  • A ho-hum bedroom becomes a luxurious retreat with some thoughtful styling.

As you advise sellers on staging basics, drive home these key concepts:

  1. Decluttering and depersonalizing allows buyers to picture themselves moving right in

  2. Arranging furniture to optimize flow and functionality

  3. Choosing neutral colors with wide-ranging appeal

  4. Incorporating cozy accents like plush pillows, fresh florals, or artwork

If they need backup, connect them with professional home stagers or share DIY tips that fit their budget.

Virtual staging is also an option to digitally dress up those listing photos.

Your mission is to create an enticing model home vibe that wows without feeling like you're intruding on the owners.

Staging Room by Room

Breaking it down room-by-room makes staging way more manageable.

Share these bite-sized pro tips with your sellers:

 

Living Room

  • Group seating to define intimate conversation areas

  • Anchor the space with an area rug

  • Add pops of color and texture through pillows and throws

 

Kitchen

  • Clear kitchen counters of small appliances and clutter

  • Style with a fresh fruit bowl or flowers

  • Update cabinet hardware for a quick, clean refresh

 

Bedrooms

  • Invest in fresh, plush bedding in a calming neutral shade

  • Keep nightstands and surfaces clear

  • Use lamps to create a soft, inviting ambiance

 

Bathrooms

  • Display luxurious, spa-like towel sets

  • Remove all personal items from countertops

  • Add serene touches like candles or bath salts

With savvy staging moves like these for each space, you'll transform those homes into buyer-attracting magnets that command premium prices in no time!

 

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Chapter 4: Supercharge Your Listing Marketing Game

In our digital age, most homebuyers kick off their search online.

That makes a persuasive, multi-channel marketing blitz crucial for grabbing their attention and spurring action on your listing.

Priority numero uno: professional listing photos are an absolute must-have.

Skilled real estate photographers know how to flaunt a property's best assets in the most flattering light possible.

Worth every penny and then some.

But stellar photos are just the start.

You also need descriptive listing copy that paints an irresistible picture of the unique lifestyle on offer.

Ditch the dry stats and specs in favor of drool-worthy details that stir serious home envy - like that jaw-dropping chef's kitchen, serene primary suite oasis, dreamy outdoor escape, and more.

If wordsmithing isn't the seller's forte, step in to polish their descriptions into real estate marketing gold.

Then bring that whole compelling package to life with an aggressive multi-channel promotion onslaught:

  • Feature it prominently on your website and social channels

  • Blast it out to your agent and buyer network

  • Host virtual tours and lively in-person open houses

  • Run targeted online and print ad campaigns

  • Send traffic-driving emails and mailers to your leads

Customize each campaign to that specific property and the seller's particular goals.

  • For maximum eyeballs, go big with a far-reaching promo push.

  • For more privacy, hand-pick your target audiences.

No matter the approach, closely monitor key metrics like views and showing requests.

If needed, pivot your tactics for maximum impact.

And of course, maintain awesome communication by keeping sellers in the loop on all your behind-the-scenes hustling on their behalf.

Leveraging Social Media Like a Boss

Speaking of promotion...social media can be an insanely potent tool for amplifying a listing's reach and igniting engagement.

Get creative with tactics like:

  • High-quality video tours spotlighting top features

  • Targeted social ads laser-focused on specific demographics

  • Influencer collaborations and shoutouts on popular local accounts

  • Instagram/Facebook Live virtual open house events

  • Dedicated listing landing pages and lead capture

The possibilities are endless for creatively getting that listing in front of the right eyeballs.

The key is thinking outside the box!

 

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Chapter 5: Showtime Preparation Mastery

Once that listing goes live, it's go time!

You'll be fielding an avalanche of showing requests to juggle and prep for.

Here's how to glide through that whirlwind like a pro:

First, arm sellers with a handy showing checklist covering these must-dos:

  • Open blinds and turn on lights for a bright, welcoming feel

  • Set thermostats to the perfect comfortable temp

  • Stow away mail, clutter, valuables, and overly personal items

  • Quick vacuum and wipe down of surfaces

  • Clear kitchen counters and bathrooms

  • Put toilet seats down and refresh towels

Work with the goal of creating a magazine-worthy space where buyers can effortlessly envision themselves moving right in, not get distracted by the current residents' belongings.

Also have a system for sellers to clear out during showings - no one wants to feel like they're intruding!

To streamline the chaos further, suggest installing a lockbox for easy agent access.

It's a small perk that buys way more scheduling flexibility for all.

Now let's talk open houses…

Hosting Standout Open Houses

Despite some sellers writing them off, they stir up unbeatable buzz and urgency - especially in those crucial first few weeks on market.

Done right, open houses lure in way more qualified buyers faster for higher sale prices.

Assure clients you'll take pro-level precautions like:

  • Closely monitoring all attendee traffic and behavior

  • Securing or removing any valuables and sensitive belongings

  • Clearly marking and enforcing any off-limits areas

As for timing and frequency, read the room.

  • In blazing hot seller's markets, stack those open houses to spark competition.

  • For trickier sales, get creative with themed events, special promos, and targeting niche buyers.

No matter what, stay on top of timely, detailed feedback - both positive and areas for improvement.

If pricing or condition snags keep popping up, it may be time for a candid discussion about adjustments.

Serve as a steady guide steering sellers toward the smartest gameplan for crushing their home sale goals.

 

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Chapter 6: Master the Art of Offer Negotiations

After all that hard work, the offers start rolling in!

As a top-notch realtor, it's your role to calmly coach sellers through:

  • Carefully reviewing all terms like contingencies, close dates, deposits, etc.

  • Weighing each offer's pros and cons based on their priorities

  • Brainstorming creative compromises to resolve any sticking points

  • Keeping strong backup options in play to maintain leverage

  • Firmly advocating for their best interests while seeking win-win scenarios

In a red-hot seller's market, you may have leeway to push for a higher price and superior terms.

With a cooling market, more flexibility and out-of-the-box thinking will likely be required.

Regardless of conditions, help clients stay focused on their bottom line, not ego or emotions.

Finding that sweet spot often means venturing outside traditional real estate norms.

And once a deal gets struck?

You're far from done!

Now it's time to skillfully shepherd that delicate transaction across the finish line by:

  • Staying on top of deadlines, timelines and to-dos

  • Coordinating inspections, appraisals and any issue resolutions

  • Serving as the voice of reason and perspective

  • Facilitating transparent communication to keep everything progressing

From listing to keys in hand, you're the reassuring constant guiding your clients through every twist and turn.

Celebrate each hard-won victory!

Thinking Outside the Contingency Box

When crafting standout offers, especially in competitive markets, ditch those cookie-cutter terms.

Get creative with clauses that convey your buyers' commitment while protecting their interests:

  • Compress inspection/financing timelines to show urgency

  • For ultra-qualified buyers, maybe waive the financing contingency

  • Pitch an "as-is" purchase with flexibility for major issues

  • Add an escalation clause to automatically leapfrog over rivals

  • Bake in flexible closing or seller rent-back periods

With some thoughtful strategizing, you can assemble a truly enticing, tailored offer package to tip the scales your way in each unique scenario and for the seller's specific needs.

It might be just the thing to tip the scales!

Chapter 7: Become Their Home Selling Hero

Congratulations, you've absorbed a ton of powerful strategies and insider knowledge on the art and science of getting homes sold!

But beyond any clever tactics, never lose sight of your most important mission - being an unwavering partner to your seller clients.

From day one, position yourself as a deeply knowledgeable, straight-shooting expert worthy of their trust.

  1. Set realistic expectations and give honest advice, even when it's tough to hear. Sugarcoating only erodes your credibility.

  2. Make proactive communication your top priority. Stay ultra-responsive to every question and concern that arises.

  3. When the inevitable roadblocks pop up, be their reassuring voice of reason offering solutions. Skillfully guide them through any turbulence.

At the same time, adapt your approach to each client's unique style and needs. Some crave more hand-holding, others just want the facts. 

Flex to put them at ease.

But above all, be their fierce advocate. You're on their team, period - not just there to close a deal at any cost. So stay transparent about every step and fee.

Never apply undue pressure towards rash decisions. Go the extra mile to deliver a true white-glove experience.

Because let's face it, selling a house isn't just some routine transaction.

For your clients, it's an emotionally charged life event filled with high hopes and inevitable stresses.

As their agent, you're so much more than a realtor - you're a supportive partner helping make their dreams a reality.

Treat every client relationship with deep empathy, expertise and full-throttle dedication.

Deliver those big wins, time and again.

Then watch your business grow exponentially through rave reviews and coveted referrals.

That's how you become a true home-selling hero in their eyes.

 

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Chapter 8: Cultivating a Thriving Referral Network

You know what's even sweeter than one client who's over the moon about your services?

Having a whole bunch of new clients beating down your door because that first one raved about you to everyone they know!

Client referrals are like rocket fuel for growing your business. 

There's nothing quite as convincing as a super-satisfied homeowner gushing to their inner circle about how amazing you are and how they'd be crazy not to hire you too.

But here's the thing - those golden referrals aren't just going to start pouring in out of nowhere.

You've got to put in the work to build relationships that naturally lead to a constant flow of top-notch prospects showing up on your doorstep.

Blow Them Away with Out-of-This-World Service

It all begins with knocking their socks off with your service, every single time.

When you treat each client interaction like it's the most important thing in the world, something awesome happens - those precious referrals start coming your way without you even having to ask.

Always push yourself to go above and beyond:

Stay one step ahead of their needs

  • Break down confusing real estate lingo into everyday language

  • Get just as excited about their milestones as you would your own

  • Build real, lasting connections that don't fizzle out after closing day

Basically, promise them the moon and then deliver the whole dang solar system.

When you keep their expectations in check, it sets the stage for you to swoop in and totally wow them by blowing up any ideas they had about what a realtor can do.

And don't be afraid to straight-up ask for those glowing reviews!

When you seal the deal, let them know how much their trust means to you.

Then make it super clear that you'd be thrilled to help out anyone else they know who's looking to buy or sell.

Make singing your praises as easy as possible by giving them pre-made referral cards or links they can blast out to everyone.

For those extra-special clients, think about sweetening the pot with a little bonus or gift for any referrals that actually turn into new business.

But no matter what, don't do a disappearing act once the sale is done! Keep making them feel like a million bucks with thoughtful gestures like:

  • Sending handwritten notes on their home-iversaries and special occasions

  • Popping by with seasonal goodies to see them loving their new space

  • Keeping them up to speed with regular market updates

Build a Dream Team of Referral Partners

You can also unlock a treasure trove of referrals by joining forces with other rockstar pros in connected industries:

  • Mortgage brokers

  • Real estate attorneys

  • Home inspectors

  • Contractors and handymen

  • Financial advisors

  • Interior designers

The possibilities for cross-promotion are practically endless!

Think outside the box and team up to host info-packed events, seminars, client appreciation ideas where you can show off each other's superpowers.

Everybody wins!

But just trading business cards isn't going to cut it. Pull out all the stops for every single referral that comes your way so they're chomping at the bit to send you more. Treat 'em like royalty with VIP extras like:

  • A heartfelt note about how pumped you are to help them crush their goals

  • Personalized recs for the cream-of-the-crop local vendors

  • A one-of-a-kind closing gift handpicked just for them

  • First crack at the hottest off-market properties before anyone else

If that doesn't make a killer first impression, I don't know what will!

Unbeatable Service + Unending Gratitude = Referral Magic

When it's all said and done, a killer referral network comes down to always being at the top of your game and shouting your thanks from the rooftops to anyone who puts in a good word about your greatness.

The second a referral lands in your inbox, take a sec to give the person who sent them your way a huge thank-you and keep them in the loop as things progress.

Once you lock it in, shoot them a little token of your appreciation for vouching for you - maybe a gift card to the local joint they're always raving about or a donation to a cause near and dear to them.

A single heartfelt "thank you" can be the start of a beautiful lifelong referral lovefest. Then wash, rinse, repeat with every new referral they excitedly send your way from then on out.

Because when someone refers you, they're paying you the ultimate professional compliment.

Do right by that sacred trust by attacking it with unmatched gusto, an avalanche of appreciation, and never even thinking about phoning it in.

Do all that and you'll be the talk of the town - the realtor everyone's fighting to work with, one rave review and stellar testimonial at a time.

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You now have the tools to be a rockstar advisor for your seller clients.

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About the Author

Aaron “Kiwi” Franklin

Head of Growth