How My Buyers always save an ADDITIONAL $9,000-40,000 off average sold price/list price ratio
First minute explains it–the rest might be interesting if you’re into tech and apps and smartphones….How I follow up immediately AFTER showings.
Some of the transcript:
Hi, this is Jay, the buyer agent in Greater Wilmington, and I wanted to show you how I
work with buyers on the field. And I’m going to show you actually how I process the buyer, the
client, after I just finished showing them property, okay? Number one, as far as how I work with
buyers, I win. I always win. Generally, I’m getting 3% below the average sold-to-list price
ratio. So typically, that saves you an extra $9000 – $30,000, for example. And I attribute that to
having started in real estate in Washington DC, where everyone has graduate degrees, everyone
is Type A. Very intense, okay? Here in coastal Carolina, agents are generally not nearly as
intense, it’s laid back, it’s relaxed. It’s just – the negotiation is – it’s much easier to do down
here. I’m winning, I’m always winning. And it’s going great for my buyers. So back to what I
do. After I show property, I go into Evernote, and I create a new file for them.
I’m going to call this Buyer Four. And I record a voice memo with tons of details about the
folks. Where they’re from, where their kids live, why they want to be here. Often, it’s because
their kids are nearby. What their favorite sports teams are, what their financial situation, and
what their priorities are, etc. It’s usually two to three minutes. And then I write down a list of
steps to take next with them to help them as consumers. So – and usually, they’re in bullets and
stuff. The folks I was just with, we were looking at 9B. And that’s an ocean view property at
Sand Pebbles condominium. And my instincts say it’s a fluke listing. Meaning, if they don’t
buy this listing, there’s a good chance they’re not going to get another listing that good for
$185,000 in Carolina Beach. This had great views, it already had new appliances, new carpet.
So instead of just going on my instincts, though, we’re going to go back a year and pull all the
solds under $200,000, ocean view, ocean front in Carolina beach.
And let’s see if this is a fluke listing that they really need to move on, otherwise they might not
get it again, or if, yeah, they can count on something else [this could] later and come back in
December and look again. Also, I’m going to – so I’m going to email them those comps, and
solds, and thoughts. I’m going to get them the taxes, the reserve funds for the HOAs. Is this
thing broke? Does it have –you know, is it like in the middle of a bunch of drama behind the
scenes where they need special assessments? Or is it stable, and consistent, and going well?
Going to find out the rental income for the unit and email them the PDF file of the cash flow.
I’m going to also search for cottages for them further back. They mentioned they could be
further back. They don’t have to see the ocean for a single family house. So I’m going to go on
all eight of our beaches and see if there’s any cottages around $200,000 that are further back.
$250,000, yeah, I know there’s some really good ones. Under $200,000, I’m not sure.
I’m going to get back to them. I’m going to get them a lender to speak to. So I save my note, I
attach the audio file to it, and then I’m going to set it as a reminder to go off later today, at let’s
say like 4:00. Okay, and then I’m going to tag it. I love tags and Evernotes. So there’s another
app I have called Swipes. And it is integrated with Evernote. So if you do – if you tag it Swipes,
it’s going to sync to the swipes app and pop up as a pop-up on my screen later through the
Swipes app. Here’s the Swipes widget here, and you can see where buyer three already showed
up. So I can click on that, and right away, I can click on the Evernote attachment to it and scroll
through. And there’s the audio clip right there. And if I want, I can delay this till this evening,
okay? And then when I do actually finish with someone, and I go, and I can just you know,
cross it off. But my point is, later today, buyer four’s going to show up on my Swipes app. And
I can just snooze it till the evening, or tomorrow morning, whatever.
But that’s how I process buyers after I work with them. It’s sort of like this ritual I go through,
and I thought you’d like that. In the future, I’ll do one of these and show you how I work with
buyers when I’m on the field with them because most agents, nine out of ten, cannot offer as an
effective showing experience as I can because I have a lot of mobile technology tools that I use
on-site when I’m showing houses to people. All right, talk to you soon. Also, let me stuff in
some keywords here for Carolina Beach condos for sale, or North Carolina oceanfront homes for
sale. Because that’s a lot of what I show, including Shell Island Resort condos. All right, talk to