Top 8 Agent Concerns with Solutions

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Top 8 Agent Concerns with Solutions

Written by Aaron Lacey

1) Inacurate Information Online

Concern: Homeowners are going to Zillow or Trulia to determine home values and other market information.
Solution: Inform homeowners of flaws with these valuation websites — inacurate data, out of date information, flawed valuation logic.

2) National Media

Concern: National news focusing on national real estate market, which sets unrealistic expectations to homeowners in their local market.
Solution: Real estate is localized; therefore, national real estate news is not a good determiner of local market conditions or performance.

3) Market conditions

Concern: Low inventory/unpredictability of the market.
Solution: You can’t change what you can’t control. Instead of worrying about what is happening, use market statistics to forecast direction and prepare your business for upcoming changes.

4) Sellers

Concern: Home Sellers have an unrealistic view of their home’s value and want to list at a price much higher than market value.
Solution: Inform Seller of the newly changed market by using market statistics.

Concern: Homeowners are still underwater and therefore not able to sell.
Solution: Inform of the benefits to performing a short sale. Then, utilize a Short Sale service like NATSSTAR to take the time, frustration, and head-ache out of the Short Sale process.

5) Buyers

Concern: Multiple offers on homes and/or too many investors buying quickly with cash.
Solution: Know what properties are new on the market immediately via an automatic MLS notification. Utilize an electronic signature service like Docusign to get Buyer signatures on paperwork quickly.

Concern: Difficult lending (underwriting) requirements.
Solution: Many potential home Buyers don’t realize that they may be able to qualify for a mortgage. Talk with your Mortgage partner to determine updated requirements.

Concern: Appraisals coming in low.
Solution: Educate the appraiser with sales comparables and other market information that justifies a different appraisal value. Do this easily with a home valuation tool like Priority Accesscontact me for free registration.

Concern: Buyers wanting to submit a “low-ball” or well below market value offer on a home.
Solution: Inform Buyer of the newly changed market by using market statistics.

6) Other Agents

Concern: Other real estate agents are unprofessional.
Solution: Be different! You have an advantage by acting in a professional manner.

Concern: Lack of teamwork/support.
Solution: Start a new culture at your office or in your market. Align yourself with  partners in Title & Escrow and Mortgage to build a team that you can trust.

Concern: Discount commissions.
Solution: Establish your worth through the use of an effective presentation and supporting materials. If your brokerage does not provide these presentation materials, reach out to your Title Company partner for assistance.

7) Technology

Concern: How to manage social media/website (Facebook, Google+, LinkedIn, Pinterest, YouTube, Twitter, blogging, and more).
Solution: Your first step she be to determine what your online strategy is — in other words, what do you want to accomplish with an online presence? This will be the ultimate litmus test on what you should be doing online and how you should be doing it.

Concern: What to write about, frequency, etc.
Solution: This will be based on your online strategy — you can target Buyers, Sellers, or simply establish yourself as an area expert in your market. Set a weekly schedule and stick to it. A few simple sentences is all you need. Adding relevant imagery is good for attracting attention. Linking your social media posts back to your website increases your opportunity to convert a visitor to a lead.

Concern: How does this ultimately impact my business?
Solution: I’m glad you asked — this is the most important piece in the online strategy pie. Results of your online efforts should be closely monitored and evaluated in order to determine effectiveness. Utilize services such as Facebook Insights and Google Analytics, to name a few, to determine success.

8) Time Management, Organization & Staying Motivated

Concern: Not enough time to accomplish tasks — need more hours in the day.
Solution: Time blocking, utilize a CRM, assign tasks to members of your team — these could be: (virtual or physical) Assistant, Transaction Coordinator, Buyer’s agent, Seller’s agent, Secretary/Office Manager — or your business team: Title Company Business Developer or Mortgage Loan Officer.

Concern: Lack of motivation.
Solution: Determine what drives you/what you care about — create a vision board to view your goals in one place; place family photos around your workspace; put motivational quotes on post-its and place in visible places.

 

Do you have questions on any of these concerns? If so, call Aaron Lacey for clarification — 602-284-4108 or via email at alacey@nat.com

 

Posted by Aaron  |  1 Comment  |  in Blog, Sales Advice & Strategy

One Comment

  1. Marcia Dale June 10, 2013 6:49 am / Reply

    Hi, nice article. I really like it!

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