THIS ISSUE: Local Knowledge ARCHIVES: www.privatelist.com/newsletter.htm LOCAL KNOWLEDGE One value that competent realtors can provide buyers - particularly those from outside the area - is local knowledge: a sense of the neighbourhood, a FEEL for what it might be like to live there. You can do the same. In preparing to sell, browse local maps, newsletters and bulletin boards and gather together brief notes on:
Use them to write up a neighbourhood description for your marketing folder, and review them before each showing. The idea is not to blurt out everything as your prospects tour your house! By all means, be prepared to describe what you’ve enjoyed most about the area, but LISTEN FIRST! Take your lead from your BUYERS, then enliven your small-talk with comments on details they’ve indicated might be important to THEM: playmates for their kids, an active local garden club or bowling league (if they’ve indicated an interest), and so on. In this way, you can start to dissipate some of the fear of the unknown that attends any home purchase and encourage your prospective buyers to start imagining what it would be like to make your HOUSE their HOME. FRIENDLY REMINDERS . . . It's important to maintain an active marketing focus until your property is sold. Just an hour every week-end, spent reviewing progress to date and mapping out a response, can pay real dividends. Therefore, each e-mail version of PrivateList PROACTIVE ends with a series of reminders, and links to tips and tools for your on-going campaign. To access these resources, press here.
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