Carolyn Behrens
the Realtor's Loan Specialist
Use a Home Sellers Kit to
get Referrals
In T. Scott Gross's book "Positively Outrageous Service" he talks about how
the unusual little extras that we do for our customers can yield huge dividends
in the form of referrals. The idea is to have the little extra you do for
you customer be unusual and impactful enough so as to make it a decent topic
of conversation. If it's good conversation material you've just increased
your chances of getting a referral a hundred fold. Here is an idea that can
have that type of impact on your listing clients.
Put together a "Home Sellers Kit" to give people when they list with you.
Include the following items plus whatever else you feel is appropriate for
the clients particular situation. Include little notes with each item to
explain how to use it and what benefit it will have as well as little
instructional notes on preparing their home to sell.
· A couple of packages of 100 watt light bulbs; a bright home looks
larger, cleaner and more inviting.
· Having the carpets cleaned is always a good idea; take it a step further,
or save the money, and have the client leave several pairs of shoes just
inside the front door. This implies they won't wear shoes in the house and
that they're meticulous about their home.
· Boxes to take everything not absolutely necessary (i.e. winter or
summer apparel) out of the closets so as to make it appear they have an abundance
of closet space.
· A package of ready made cookie dough; suggest they pop a few cookies
on a cookie sheet and put it in the oven whenever you're bringing over a
hot prospect. The smell of fresh baking cookies will conjure up a lot of
great memories of what a home should be, after all a home is an emotional
purchase so we need to trigger those emotions.
· Most people keep curtains, blinds and drapes closed for privacy, have
them open them all up to make the house look larger and brighter before you
show their home.
These things may or may not help sell their home but the creativity and thought
behind them will leave a lasting impression on the people and I can tell
you from experience that these little things will get them talking about
you to their friends and co-workers (especially the cookies). Take this concept
and personalize it with your own unique home preparation ideas. It costs
almost nothing and the more you get your clients involved in the sale of
their home the more they'll think you're doing to sell their home.
Toward a Mutual Success |
