I read a post this morning written by Richard Weisser titled "Creating a Sense of Urgency is Difficult Amid a Sea of Complacency" and since my team members are listing agents, I thought I'd share my thoughts. It's a major goal of a listing agent to create urgency for each new listing, and timing is critical in creating that urgency.
The path of least resistance in creating urgency is when the listing is new to the market. If we can submit the listing to MLS on a Friday and indicate in the listing that there are no showings until the open house on Sunday, the sense of urgency kicks in. Allowing buyers two days to drive by the property and absorb the atmosphere of the area will create a great urgency, if the qualifying factors exist.
We have been very successful with this approach. Of course, the open house event needs to be advertised and promoted properly in order to generate enough visitors to make it successful. The result of this approach is usually multiple offers from interested buyers. Urgency is established, and arrogant attitudes are eliminated quickly. Fear of losing takes effect. If the property fits the buyers' needs, and there are multiple buyers, the games end at the front door. Now it becomes a competition in favor of the seller, and we did our job properly.
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