Top Ten Tips – CRS Sellabration 2008

 

When the going gets tough, the tough go to Hawaii. That was the slogan for about 1,000 Certified Residential Specialists (CRS) who recently attended their 20’Th annual convention in Hawaii. I’ve attended each and every event. Here is what I learned this year:

 

1)      The purpose of a listing interview is not to get a listing. It’s to determine if you wish to work with this seller at a particular price point.

2)      Be kind, caring, and compassionate with sellers in this market. Be soft on the people, but hard on the problem. Don’t let their problems become your problems.

3)      Ask the question, “Are you willing to do what it takes to get your house sold in this market?” Share with the seller what the market is like, and what you expect.

4)      We are in a ‘slinky market going down the stairs’ is a great word picture.

5)      In this market using comps is like driving a car with the windshield caked with mud. This analogy will help in repositioning prices every three weeks.

6)      Carpet never wears out, it ‘uglies out’. This is a soft script and can be used in a discussion about the importance of staging a house to sell. Remember it’s a ‘price war and a beauty contest’.

7)      Always ask what the loans are against the property. This question was asked in the past, and then truncated during the hot buyers market a few years ago. “You owe how much?” is a poor question to ask in escrow.

8)      Have a cancellation fee. This will determine if a seller is ‘serious about selling’ or just wants you to ‘fish’ for an unrealistic price and waste an agent’s time.

9)      www.mozy.com charges $54/year for backing up your data on-line.

10)  The Flip (www.theflip.com) is a small digital camcorder with a built-in USB port that can be used to quickly upload videos. Looking for a scanner? Try the Fujitsu S510.

 

Go to www.crs.com for designation details, or to sign up for next year’s event in San Francisco.