Most real estate advertising will never sell your house because it’s speaking to the wrong people at the wrong time. When people are looking through the real estate section and calling on ads, they are looking for a house right now, and less than 3% of the time do people actually buy an advertised house that they call about.

Most sales take place because a person has built a relationship with a REALTOR® that will work with them to find out what they are looking for in a home, what they qualify to buy, and then show them the houses on the market that meet their needs and wants in a home. The truth is, most of the time, REALTORS® use property advertising as a six day marketing plan --  they are hoping to advertise the house on Monday, have someone call on Wednesday and come out and buy that house on Saturday. The sad thing is that it happens just enough to keep them addicted to doing it – kind of like playing the slots in Las Vegas. (The odds are better of hitting it big in Vegas than finding a buyer by advertising your house.)

So what’s the answer? Well, the key lies in understanding that for every one buyer that’s looking in the real estate section and calling on an ad today – there are 10 buyers who are just starting to consider buying a house and will buy in the next six months. The key lies in tapping into the buyers who are just starting to explore the market – and most REALTOR® don’t use anything but traditional advertising so they are missing out on this market completely. These people are not calling on properties yet, but they’re looking to educate themselves about what they can get in their price range and may be saving for their down payment or waiting for their lease to expire.

How do you attract these Buyers? You have to offer them something that is of value to them at the point they are now.  That means offering them free reports and guides like this that are designed to give people an education that will help them get to the point where they are able to buy a home. The truth is – I started looking for the buyer for you house at least 180 days ago using this web site advertising. Making contact with buyers at this stage gives us an opportunity to build a relationship with them and by educating them and providing them with exceptional service until they are ready to buy a home.

There are several other strategies that can be used to find the buyer for your house instead of relying on traditional advertising exclusively – it’s using these strategies that can stack the odds in your favor of selling your house quickly and for top dollar!

How would you like to sell your house in as little as 24 hrs, without ever putting it “On The Market”? There is a principle in psychology called scarcity – it’s the desire that’s in all of us to want something that we can’t have. There are some strategic ways that this principle can be applied to a real estate situation. That’s right, I said applied – you can actually control it. Often, the illusion of scarcity can be orchestrated and often appears in real estate situations without people even knowing that it’s there. Have you ever heard of a situation where a home was on the market and more than one person was interested in it?

In most cases like this, the house will sell for more than the owners are even asking for the house – and the buyers felt great about it because they won.  Someone else wanted the house, but they got it! Situations like this are called the auction effect. To create this powerful situation requires creating an environment where as many buyers as possible are made aware of the property at the same time and under the right circumstances.

As you know now, most of the time when a property is advertised in a traditional way, it’s almost impossible to create this kind of environment, because your property is just another property on the market. You need to be able to reach buyers in a way that you are presented as “New Information”.  

We may be able to find the buyer for your house without ever having to put it “on the market”! By the way, Scarcity is just one of the six weapons of influence that can be skillfully applied to the marketing of your home.

Before you decide to sell your house, the next step for you is to get an idea of the current market value of your property – based on the current market activity in your neighborhood, as well as the total market.  This can be done over the phone, but a much more accurate approach is to actually spend 15 or 20 minutes at your home and then prepare a formal Letter of Opinion. When you call our office, we’ll ask you some questions about your property that will allow us to prepare a market analysis for you that we can go over with you on the phone.

Here’s some of the information we’ll need:

1.     Your name and address.

2.     The approximate square footage of your home.

3.     Your lot size.

4.     The number of bedrooms, bathrooms and some basic floor plan information.

5.     Any upgrades you may have done to the home since you’ve owned it.

6.     Tax evaluation (land & improvement).

Once we have all this information we will prepare a complete market evaluation and call you back to go over it in detail. Just give us a call and we’ll get to work right away!

Gary & Candi Grant ... in Touch with the Heartbeat of Real Estate©

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