neighborhood? What are the features of her home that would appeal to those high-end buyers? How would you communicate those features to them? What are the homes like in the area that are likely to provide competition for upscale buyers? Where do they work, shop, or send their children to school? What kind of advertising would you use to capture the interest of those buyers? What are the most effective channels for getting the message out? Where and how would you market the seller’s home to reach those buyers and attract their interest?
CLIENTS LIKE TO BE INCLUDED
You don’t want sellers to feel like they’re just another number — everybody deserves good service. If you’re committed to providing that high level of service, be prepared to customize your marketing plan to the seller’s needs. Sellers like to feel included, so help them feel included. Show them what they can do to help the marketing and sales process. If they don’t want to do any of the work, show them how you can handle it all, and ask for their input. For example, you could ask a seller, “Sir, what do you think needs to be done to sell this house?” You never know — they might have helpful insights and suggestions. Hidden benefits such as how the view from a bedroom looks at sunset, how energy-efficient the furnace is, or how nice the neighborhood kids are. If they have any useful ideas, incorporate them into your plan. This will show them that you’re a good listener, and if you do use any of their ideas, they’ll feel more involved and engaged. That means you’re more likely to get a listing.
Remember that for many people, a real estate transaction might
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