We tend to think that “getting the listing” happens at the end of our listing presentation, when we present the listing form and ask that they sign. My mentor taught me differently. “You get the listing (or lose it!) long before the end of your presentation,” she said. “What you do from your first contact with them should be designed to impress them with your professionalism and competence. Your listing book and all forms should look uniform and professional. The object of all you do is to form a relationship with them.” She also said that it didn’t matter that I worked with the largest firm in town (Long & Foster Real Estate): they would choose me, not my company.
She was right.
One of the most important things she taught me re. relationship building was to pay attention to the sellers’ children. Think about it. They love their children (presumably!), and if you pay attention to the children, you are scoring points with the parents.
Here are some ideas I’ve gathered as to how you can include young children in the listing/selling process, thus scoring points with the parents. Note: Always get the parents’ permission before implementing any of these ideas or others you might have!
- Have a complete, professional-looking, children’s packet. This would include a “Clean Room” certificate, something written in “kid speak” on how to help Mom and Dad with the move and a couple of blue ribbons the parents can give them for doing something special.
- Present them with a list of fun children’s Web sites….there are tons of them out there!
- Give each child a supply of their own business cards. Do them in Microsoft Publisher. Place their photo on the front, and give them the title, “Special Assistant To Emma Moore, ABC Realty.” Your phone number, not theirs, should be on the front. Place a picture of their home on the back, but not an address. Tell them that they are your very special helpers and that you want them to have their own business cards…just like yours! One of my CyberStars® has done this for years, and it has come to be expected when she lists a home in her farm area.
You can think of more ways to include the kids in the listing/selling process, I’m sure. Just remember: they love their kids and they will think more of you if you pay attention to the kids.
BTW: MoversDirectory.com has some wonderful tips on moving with children. Take a look at it for more ideas, and give the link to the parents at or before your first meeting.
It’s a beautiful day here on the lake in Reston….hope it’s a beautiful day wherever you are, too!
Check our Allen’s new eBook, “Digital Essentials for Today’s Agent,” here!
by Allen Hainge
