A common objection an owner has is, "We want to sell, just not in the immediate future. You can touch back with us in six months or so."
If they say that, it should be your goal to get that listing before that.
It's more than possible.
If an owner gives you the go ahead to contact them at a later date, they are open to working with you. That's the first step.
These types of leads might be more common than you think. A lot of these leads could come from a referral.
Or it could be owners that are somewhat interested in learning more about the selling process.
With the proper motivation, you can get them to list sooner.
For example, the data right now shows this winter is the best time for owners to list their home this year.
Spring is thought to be the best time to list but listing in the winter is the best time. Buyers have more urgency in the winter because they don't want the prices to go up with more buyers in a few months.
This can be your first selling point to these owners to speed up their listing process.
A study by Redfin found that average sellers bring in more above asking price during October through Feb. than they do from the Spring and Summer.
And this data from the NAR proves that it's going to hold true for this year as well (the Redfin study is from 2015).
After you give this information, show them some comparable homes sold or current listings in their area.
Lay out your argument that this is a surefire time to list.
Waiting for five to eight months is choosing to list in an unknown market. They know what the market is now. It looks good.
So if they list in spring, the process could take longer. They may sell for under their asking price.
If the listing takes a long time to sell, that is money that drips out of their pockets on everything that comes with having a listed house.
It's a fact that buyers are more serious in the fall months.
Another fact is that this season has the highest percentage of sold listings.
It beats out summer by 1%. Fall buyers are ready to pull the trigger on a home.
Most owners have no idea of this. This is one way you can overcome an owner waiting to sell until the winter or spring.
The next strategy is to offer to find them a home to buy.
This is relevant to the owners you talk to that want to wait until they list then they will find a home to move into.
This is a common plan from people that are going to move soon. So naturally, if you help them find a dream home that's listed, they're going to need to list their own home.
It's extra work, but the buyer commission could end up worth it and since you handled two transactions for them, the chances of a referral or repeat business are much higher.
Send them current and past client testimonials.
People are more likely to take action (as opposed to waiting) when they see others have success.
We know this builds trust with you and prospects, but it works just as well to get owners off the fence or to speed up their timeline.
Drop off some marketing material with these testimonials on it or email it to them. If you can, get them to be about the timeline of your successful listings.
The hope is this motivates the owners, and they realize how quick and easy it's going to be to list during these fall months.
If you haven't done so - get a meeting in person.
Calls and emails are convenient, but they don't have the same effect on people as a face to face meeting.
Sometimes all you do is need to demonstrate how proficient you are in person, for these owners to move up their timeline. This is where you bring your marketing materials again.
Showing up or meeting them for lunch gives you the time to properly prove to them the benefit of selling right then. Demonstrating knowledge of this home and market will impress them as well.
Don't annoy and harass them.
This could (and probably lose them as potential clients. Noone likes being asked the same thing over and over again.
It's acceptable to reach out to them once a month or so with new information on why they need to sell now, but calling or dropping by weekly is going to ruin the business relationship.
Don’t scare them away by over-communicating. It still is important to stay in touch with them, just do it the right way.
Lastly, if they meet with you and thoroughly talk to you saying they want to wait but will contact you, the listing is basically yours.
It's 99% your listing at that point. Over all else, you don't want to do anything to mess it up.
But you can do things to make sure no one swoops in and steals the listing from you.
Keeping in touch with them each month with new and relevant information is the best way to do this. It proves to them that you prepare and are more qualified than other agents.
Patience is the other big factor here. Don't bother them.
The most proven way to stay in these owners minds is to leave behind your custom book.
This is what our members do, and it works time and time again.
When we talked to Ed, he had listings on his board that weren't ready yet. Eventually, he confirmed they all listed with him.
It makes all the difference in the world when these owners have a book with your face on it at their home for an extended amount of time.
If they get prospected by some other agents, their mind will remember the book you gave them in their home.
If you don't have that material, they could get won over by that other agent. But the books make all the difference in the world.
Read more about it below.
One of the best methods we use at Smart Agents to separate yourself is books. Books have a huge perceived value. They don’t get thrown away.
Since books don't get thrown away, your face can sit in a deciding owners house while they think.
You and your knowledge can get engraved in their mind. Then when they make the choice, you've proved yourself already.
They can get tucked away somewhere, but most people aren’t going to toss them in the trash. They’re worth something, and they’re worth something to the author’s name.
Do this and you will position yourself as the authority in your market. When you give away your book, it will separate you from your competition. That’s how a smart agent thinks!
Want to get a free sample of the book that will get you more listings? Click the link below.
Joe Nickelson is a real estate professional dedicated to helping home buyers and sellers achieve their dreams of owning property, and helping real estate agents stop using the sometimes-vicious tactics that weigh on their consciences. He believes that the Smart Agents books will, quite literally, change people’s lives for the better. Check out his full bio here!