Wake-up calls about today’s market

Real Estate Trainer Kim Daugherty

Price is critical. That’s a wake-up call about today’s market shared by real estate trainer Kim Daugherty in his crowded morning session last Friday at the IAR Convention. One of his top agents spends 45 minutes of her one-hour listing presentations on pricing strategy and 15 minutes on all the rest. Setting the right price is that important to sell a house today.

Agents must stay visible. Kim told the story of a prospective seller who tried to reach an agent by e-mail and phone and did not get a call back in over a week. The seller asked: “Did Lynn leave the business? Is she OK?” Lynn was simply on vacation. If you don’t stay in touch, people won’t know that you’re still in the game. Use what Kim calls the “MTV” method. Stay in touch by mail, telephone and face-to-face visits.

Be a problem solver for your clients. Yes, transactions are more challenging. Instead of pointing fingers at others holding up the process, say “I’ll take care of it.” Stay positive and find solutions.

Finally, Kim emphasized how important it is to stay motivated. Check out these sites for some inspiration: Ted.com and Zig Ziglar’s YouTube video “Attitude Makes all the Difference.”

This entry was posted in Fall Conference & Expo, Housing Market and tagged , , , by Ann Londrigan. Bookmark the permalink.

About Ann Londrigan

Ann Londrigan is Director of Association Outreach and Marketing for the Illinois Association of REALTORS®. She is responsible for increasing member engagement in and awareness for IAR Governmental Affairs and the RVOICE program as well as increasing participation in the REALTORS® Political Action Committee. She is responsible for overall marketing plans for IAR member benefits, educational products and events and is the content manager for IAR’s Facebook page and LinkedIn discussion group. She manages the IAR Welcome Center, serves as staff liaison to the University of Illinois Regional Economics Applications Laboratory, and coordinates the IAR housing stats program.

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