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<user@127.0.0.1> wrote in message news:43dc5460.170873743@24.71.223.159...
> On Wed, 25 Jan 2006 21:44:10 -0800, "corky" <s022233@admiral.umsl.edu>
> wrote:
>
>>I've been a REALTOR for a few years. There are only 2 or 3 agents that I
>>know(of hundreds) that I'd like to list my house! It is hard to tell
>>who
>>is a hack and who isn't. Here is how *I* would weed out the bums....
>>
>>1) Make an appointment to show the agent your home. Let him/her look at it
>>completely and then ask what they would do to present it best.
>>
>>2) Ask a price and find out why they think. Great agents may not bring a
>>big
>>list of comps... they know the area and do not have an hour to print a
>>bunch
>>of BS every time they do a listing appointment. Comps are good, but a guy
>>that sells 2 houses a week may not do them. Kick around a price and ask
>>how
>>fast you expect to sell if you overprice a little. A bad agent will kiss
>>your butt and overprice your home just get get a listing. Good agents that
>>sell listing won't bother to waste their time and advertising space.
>>
>>************************
>>NOTE: Many sellers are delusionally high on their price. That is why
>>houses
>>sit forever. It has nothing to do with advertising or the agent. Take an
>>HONEST look at your home and ask what you would pay. Is that finished
>>basement really worth that much? Is your new driveway really worth that
>>much? Many buyers have to go through a period delusion and expired
>>listings.
>>The buyer will then go with another agent and blame the old ones. A strong
>>agent will tell it the way it is. Combined with the time pressure, most
>>buyers will finally understand that nobody will buy an overpriced home.
>>************************
>>
>>3) I'd "test" the agent with some objections. The true salesman does
>>not
>>give up on the first "No thanks, not signing today". I'd let the agent
>>do the listing presentation and then close on signing an listing
>>agreement.
>>I'd then say "Oh, you are good. I had better think this over for a few
>>days, you see me and my wife always wait 48 hours before we sign
>>something."
>>If the agent just agrees and leaves - bad agent!! How can this turkey sell
>>your house if he won't even handle your simple objection???
>>A good agent will say "Oh, I'd not sign anything unless I understood
>>the
>>contract. Is there something specific about the listing agreement that
>>troubles you?" A good agent cannot afford to drive around and then walk
>>away
>>with a maybe. Good sales people get a yes or a no. So rattle her with a
>>few
>>roadblocks and see how it is handled.
>>
> Why would ANYONE sign a contract without having a lawyer look it over
> first?
>
You missed the point. ALL realtors are going to yell about how much
advertising they have and how many deals they do. Only a few % of realtors
are strong closers and objection handlers. This is the BIGGEST distinction
between a crappy salesman and a good one.
Object a lot and see what he does. So I suggest saying the most common
objections like:
I want to think it over.
I'll call you in 2 days.
I am thinking about marketing my FSBO for another week.
I want to talk to one more realtor
I want to talk to my father about it...
just make up a few.
This is just testing to see if the REALTOR has any game. Sign the contract
whenever you want, of course.
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Re: Selling a home - caveats towards listing it
