JoAnna's Real Estate Thoughts

This goes out to all the Newer Agents….

As a member of Weichert’s Certified Mentor Program, the question I’m asked by new agents most often is how to combat the “experience or track record” issue.

Here’s what I tell them…

If you are confident about your ability and believe in who you are and what you are selling, from your nose to your toes, they probably won’t even go there.  They never did for me!

I remember MY mentor giving me the same advice.  It didn’t matter.  I didn’t believe her either.  It was easy for her to say, she’s been a top producer every year since the day she started in this business.  Yes, I was trained by the best!  I couldn’t believe a seller could possibly NOT ask that question.

I remember my first “solo” listing presentation.  I couldn’t sleep the night before!  I just kept hearing it over and over in my head, “How many transactions did you close last year?  What is your list to sale ratio?”

FYI… I got that listing and they never asked the dreaded question!

To be a really good agent, you need to be able to overcome (or at least avert) any objections that a potential client may throw your way; whether it be about experience, list price or commission, etc.    Preparation breeds confidence!

So here are some suggestions for handling the objection… “I want an agent with more experience”

Now, all you “experienced” agents take a chill pill… we already know what YOU bring to the table, this post is to help give newer agents a leg to stand on when competing for business.  Disclaimer:  I am NOT discounting the importance or validity of having a good track record and lots of success stories to talk about!

“Mr. and Mrs. Seller, there are many agents who have pages of closings behind them, yet they are not positioned to effectively market a home in today’s challenging marketplace.  Google me, “(Insert YOUR name here),” then you will understand the power of the internet when it comes to positioning a listing to expose it to the most buyers!” 

“We all know that the definition of YOUR best buyer as the buyer willing to pay the most for your home.  We also know that the odds of finding YOUR best buyer are directly proportional to the number of people to which it is exposed.  More important than what an agent has done in the past is what are they capable of doing in the future to overcome the obstacles facing sellers in the market today?  Wouldn’t you agree?”

“Are you looking for an agent who is cynical?  Someone beaten down by today’s market?  Someone who is still living in the “glory days” of listing a home 10% higher than market value and having a bidding war within a week?”

“As Malcolm Gladwell said, “Success is a product of unusual opportunity.”  A successful agent is the agent who recognizes the challenges in today’s marketplace.  One who doesn’t bury their head in the sand and instead positions themselves, and more importantly their clients/listings, to take advantage of the opportunities which really do exist today.”

“And if you really want to talk about track record, I’ll tell you a little about my office, I’m very proud to be a part of a team of 74 successful agents.  Under the guidance of our Manager, Barbara Berg, with over 30 years experience in the real estate business to her credit, we closed 483 transactions worth over $178 million in 2008!  How’s that for finding the opportunity?”

Sometimes it also helps to have visuals… feel free to use this one… hee hee…

Answer:  It really doesn't matter so long as they are exposing your home to the greatest pool of buyers and the way to do that is by harnessing the power of the internet!

Jo

JoAnna Siminerio
Weichert Realtors - Marlboro / Manalapan
JoSiminerio@optonline.net
www.JoTheRealtor.com
732-598-6823

* Dinosaur clipart courtesy of Discoveryschool Clipart