I Gave Them a Drink From a Fire Hose!

When all they really wanted was a glass of water. My listing presentation; there in my own office I opened up the fire hose of real estate information on potential listing clients. I drenched them with data and days on market and all they wanted was an update on our market and some help marketing their home - it was listed been for nearly a year with another Realtor. Maybe they need a sip of encouragement and hope to.

I was glad they called me; I know the house an offered to meet with them the next day at their home. They had holiday guests and so we scheduled an appointment a week later. That is where I made my first mistake - I had too long to think about it.

And I want this listing, it's an area I have farmed, good curb appeal, really no excuses in any other market excepting the old list price. And there was my second mistake. I had a week to find ways to convince them that they were about 20% high, maybe more if some of those pending sales close where I think they will.

The old list price made me more than a little uncomfortable, which led to my third mistake, I was anxious about my listing presentation. Why? Was it the market and I need the business, was it knowing the competition would be working hard to get this listing? Usually I am calm and confident in these situations - this one rattled me.

That's no excuse for being nervous, and I needed that data to confirm a price range, but there I did it...hit them will a full pressure fire hose 10 page market analysis.

Fortunately this patient husband and wife listened - and I stopped talking on about page 2 and let them ask me some questions about what I would do to sell their house. They knew they were overpriced. I did ask them if the were ready to put their house on the market again - they wanted to interview another Realtor before they made a decision.

So we will see what happens, my marketing plan is internet heavy and for all my intensity I do hope they take away the importance of that from my proposal. I'll follow up with a short low pressure phone call in a few days.

Thanks to Active Rain I feel better having written this, and thanks to you for reading I look forward to your comments!

Kent Davis