Let me echo the closing words of many newscasters, “You have many choices–thank you for choosing me.” It’s true, every seller and buyer can select an agent from a variety of companies, with varying commissions and wide range of performance. How do I impart my unique value?
After I share what I will do during the listing presentation I copy clients on many of the emails I send. I don’t copy them on every small detail, but I keep them informed on the many activities going on behind the scene. One recent buyer exclaimed, “Oh my gosh, I had no idea it was so complicated to buy a house.”
Once the listing contract is signed I enlist the seller as a participant in every element of the sale to show them what I am doing. They see emails going to inspectors, handyman, escrow, the other agent, title etc. Besides the plethora of forms they receive they also see the daily effort it takes to move from listing to closed sale. I believe giving clients a window to glimpse deep inside the transaction is one reason my repeat clients rarely ask me to cut my commission. They may not read every email but they see I am attending to details they never considered.
I recently encountered an appraisal issue–a serious one. The property appraised 20% below the offered price. First, I assured the seller we might lose the current buyer but I was not going to allow her to lose well over $100,000. I remained confident my pricing was in the value range of the property. Yes, I took on the appraiser and the bank. I submitted an appraisal rebuttal requesting an appraisal review and a second appraisal. I copied my seller on the very thorough rebuttal I emailed to the lender at 2 AM. It took nearly two weeks, but the second appraisal was granted and came in at offer price.
My client was teary eyed as she relayed her reaction to the rebuttal email. She said she knew she chose the right agent and was so impressed with my quick and effective actions. I did not do anything out of the ordinary, I simply copied my client to let her know I was working hard to sell her property at market value.
I will do the same for you.