Agent Training Resources

Why offer the “8 Step Home Preparation Program”?

So there are a lot of Realtors out there and sellers have a lot of options. They can go over to Redfin, which is a process, not a person, they can go to the discount brokerage which says, I do less and you pay me less. Or, they can hire you. And I'm not going to tell you what you should charge, but fair market, we should charge, if everyone else is getting paid x you should get paid the same amount of money on commission. But I do believe it's important that you add value. You know, nobody cares about you that much, doesn't help them sell their home. Nobody cares about your company. Who cares. But they do care about what you're going to do for them, how you're going to get them more money for their home more quickly and make the experience a better one for them. They do care about that. So you may have a great relationship with them. They may have been referred to somebody and that's an easy sell, but if it's not, it's somebody who could pick another realtor. Then what's your value proposition? So I would tell you what I've been doing and you can slice this down a little bit, but I do an 8-step home prep and I also do guarantees. I do seller guarantees. So to break them up a little bit - the 8-step home prep is very simple.  At no expense to the sellers, I'm going to prepare their home for sale. I'm going to do a title search, termite inspection, a physical inspection. I'm going to have a stager come through. I can offer them a home warranty, so if anything breaks they're covered. I'm going to have professional photography. So their home is totally prepared for the market. And I'm going to spend my money to make that happen. The good news is, it's not a lot of money. I mean, we're talking about home prices in Southern California, seven or eight hundred thousand dollars, commissions of 15 to 20 thousand dollars. Shouldn't you be willing to spend five hundred or a thousand dollars? Yeah, you should. You're a professional. So that's the 8-step home prep. The six seller guarantees are interesting as well. It says, if I don't perform as promised, I pay a price. So if I don't sell the home for a hundred percent of the asking price, they pay me less. If they're not happy with me, they can cancel the contract at any time, and just reimburse me for expenses paid on the 8-step home. If they buy a home with me, I'll give them a discount on the sale. So all these little programs for the sellers are designed to give them comfort. For example, if I represent buyer and seller. I give them a discount upfront. I tell them that. So they understand what my motivations are, that I'm looking for their best interest. So these are programs you can offer and we'll show you how that works. That when you sit down with a seller, they're not listing with you because they've got no other choice or, you know, they have choices. So you want to make sure when they hire you, they feel really good about hiring you, and they understand you're going to do the best for them and selling the property.