{"id":13078,"date":"2010-08-25T07:16:55","date_gmt":"2010-08-25T14:16:55","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=13078"},"modified":"2010-08-25T07:16:55","modified_gmt":"2010-08-25T14:16:55","slug":"want-more-showings-and-quicker-offers-the-secret-source-of-buyers","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/13078\/want-more-showings-and-quicker-offers-the-secret-source-of-buyers\/","title":{"rendered":"Want More Showings and Quicker Offers? The “Secret” Source of Buyers."},"content":{"rendered":"

In a recent comment on his own post: Are you closing on the wrong objectives? The most insidious form of sales call reluctance is proudly racking up empty \u201caccomplishments.\u201d<\/a>\u00a0 Greg Swann, the author, said this:\u00a0 “we devote a lot of effort … to closing on the buyer and on the buyer\u2019s agent. Salespeople need something to say, so we go to great lengths to get them to say what we want said.”\u00a0 That’s a very good point, as far as it goes – which is not far enough.<\/p>\n

A couple of days ago,\u00a0in a post by Glenn Kelman\u00a0comparing days on market to\u00a0listing activity level\u00a0<\/a>the discussion led, as it should, to actual offers in comparison to days on\u00a0market.\u00a0 I wrote a comment\u00a0that in our local market, “If you go more than two weeks without an offer, you\u2019ve done something wrong\u2026 which, generally speaking, means you\u2019ve priced it poorly.”\u00a0 Again, true as far as it goes – which is not far enough.<\/p>\n

Agents don’t realize who their target market is or, if they do, agents don’t act on that knowledge.\u00a0 Who sells a home?\u00a0 The buyer?\u00a0 No.\u00a0 The buyers’ agent<\/strong>.\u00a0 According to the latest statistics from NAR<\/a>, when asked where they found the home they eventually purchased, the number one answer is: agent.\u00a0 Think about that for a second: the primary referral source for the actual buyer who purchases your listing is the buyers’ agent.\u00a0 Do you think maybe they merit a little of our marketing focus? Duh…<\/p>\n

I co-host our weekly Brokers’ Open Caravan.\u00a0 I have a few minor responsibilities: inject a little humor, keep the energy in the room up, and a weekly “Marketing Minute” presentation.\u00a0 But my primary job as MC is to keep the highlight on\u00a0the Listing Agents who are there to pitch their property.\u00a0 Most agents, God bless ’em, get up to the front of the room, drop their head down into their notes and, in their\u00a0best impression of a\u00a0sleep aid,\u00a0recite the Agents’ Manifesto of Facts:\u00a0“This beautiful home has\u00a03 bedrooms, 2 baths and 1400 square feet.\u00a0 It’s offered at…”\u00a0\u00a0Shoot me now!\u00a0 Good Grief Myrtle, I already have that info right here Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

In a recent comment on his own post: Are you closing on the wrong objectives? The most insidious form of sales call reluctance is proudly racking up empty \u201caccomplishments.\u201d\u00a0 Greg Swann, the author, said this:\u00a0 “we devote a lot of effort … to closing on the buyer and on the buyer\u2019s agent. Salespeople need something […]<\/p>\n","protected":false},"author":36,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[6,5],"tags":[],"class_list":{"0":"post-13078","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-marketing","7":"category-real-estate","9":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":1782,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1782\/in-closing-and-on-hiatus\/","url_meta":{"origin":13078,"position":0},"title":"In closing… and on hiatus.","author":"Kris Berg","date":"August 9, 2007","format":false,"excerpt":"To be fair, Sweet Digs in its current form is innocuous enough. It didn't begin that way, but that's where it has landed. And, to be fair, my mini-eruption this morning had nothing to do with Sweet Digs but everything to do with the role Redfin has assumed of industry\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":13067,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/13067\/are-you-closing-on-the-wrong-objectives-the-most-insidious-form-of-sales-call-reluctance-is-proudly-racking-up-empty-accomplishments\/","url_meta":{"origin":13078,"position":1},"title":"Are you closing on the wrong objectives? The most insidious form of sales call reluctance is proudly racking up empty “accomplishments.”","author":"Greg Swann","date":"August 23, 2010","format":false,"excerpt":"I want to talk about being a sales monster, so I want to issue a disclaimer first: We are all about value. I get paid for closing real estate transactions, and I like getting paid, but I never want to get paid for encouraging a client to do the wrong\u2026","rel":"","context":"In "Flourishing"","block_context":{"text":"Flourishing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/flourishing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":9639,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/9639\/jobs-report-did-i-call-it-wrong\/","url_meta":{"origin":13078,"position":2},"title":"Jobs Report – did I call it wrong?","author":"Tom Vanderwell","date":"September 4, 2009","format":false,"excerpt":"Okay, so far this morning, the market has reacted in a very volatile but not significantly changed manner to the jobs report.\u00a0\u00a0 Essentially the jobs report came in pretty much where the market expected.\u00a0\u00a0 So, did I call it wrong by recommending a shorter term lock and a long term\u2026","rel":"","context":"In "Dirty Laundry"","block_context":{"text":"Dirty Laundry","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/dirty-laundry\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":120,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/120\/the-seller-paid-my-closing-costs-with-my-money\/","url_meta":{"origin":13078,"position":3},"title":"“The seller paid my closing costs — with my money!”","author":"Greg Swann","date":"July 22, 2006","format":false,"excerpt":"Not all of the calls I get in response to my Republic columns are irksome. I like the calls I get from real people, rather than Realtors or brokers. Very few of them are viable, in-the-market, potential clients, but that's not why I write the column. On the other hand,\u2026","rel":"","context":"In "General"","block_context":{"text":"General","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/general\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":301,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/301\/who-pays-when-seller-pays-closing-costs-the-buyer\/","url_meta":{"origin":13078,"position":4},"title":"Who pays when “seller pays closing costs”? The buyer . . .","author":"Greg Swann","date":"September 8, 2006","format":false,"excerpt":"This is me in today's Arizona Republic (permanent link):Who pays when \"seller pays closing costs\"? The buyer... Not all of the phone calls I get in response to these columns are from angry Realtors. I like the calls I get from real people, rather than Realtors or brokers. Even so,\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":11486,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/11486\/the-regal-indomitable-arrogance-of-a-healthy-normal-bloodhound\/","url_meta":{"origin":13078,"position":5},"title":"The regal, indomitable arrogance of a healthy, normal Bloodhound","author":"Greg Swann","date":"March 6, 2010","format":false,"excerpt":"[Teri mentioned this old post (from June 2007) to me on Friday, and I'm revisiting the third act because it's pertinent to some new business I want to take up tomorrow or Monday. --GSS] \u00a0Extracted from BloodhoundBlog post #1590: This came in as a comment last night.There is nothing wrong\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/13078","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/36"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=13078"}],"version-history":[{"count":6,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/13078\/revisions"}],"predecessor-version":[{"id":13084,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/13078\/revisions\/13084"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=13078"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=13078"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=13078"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}