A quick thought for the day..
For those agents who feel uncomfortable targeting other agents' stock, there was an interesting snippet of information in Richard Rawlings' RAT email this morning.
Apparently, 43% of sellers eventually switch agents.
If that's accurate, surely it's too big opportunity for you to be ignoring?
But don't just do what everyone else does and drop a standard leaflet or letter through the door - instead, spend 15 minutes identifying specific things you would do differently. Add some value.
Send a custom letter (a proper one with a stamp and envelope!) offering an easy way to discuss options in more detail. If you honestly critique the photos, market competition and price point, it will come across well and set you apart from the other canvassing letters they receive.
Tackle the objections:
- Why will you be any better, isn't it just the state of the market?
- Match or beat the agency fee.
- Explain how easy it is to switch agents by giving notice.
Picking up second hand instructions is a big part of being a successful estate agent, so up your game compared to your competitors and you'll see the results.
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