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12 Week Seller communication Plan

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The Twelve-Week Seller Communication Plan

Communication is everything.

Day 1

  • Confirm sign is in yard.
  • MLS Photographer shoots photo
  • Brochures are being processed
  • Lock box installed
  • Showing instructions confirmed
  • Review with the seller how they will receive feedback

Week 1

  • Send a copy of the MLS data sheet, asks the seller to check for accuracy.
  • Ask the seller if they have any questions regarding staging the home that still needs to be completed.
  • Brochures completed and installed on sign.
  • Seller has 50 extra copies of brochures for replacement when needed.
  • Install brochures inside of home for showings.
  • Feedback from any early showings.
  • Walk neighborhood to let neighbors know the information about the new listing.

Week 2

  • Call with feedback from any showings.
  • Report to seller any new listings that may have come on the market to compete with their home.
  • Report to the seller any new sales that have occurred, taking competitors off the market. What did they sell for? How many days were they on the market before they sold?
  • Report to seller any activities completed from our Listing Plan of Action.
  • Remind the seller to turn the lights on for all showings, etc.
  • Ask if the seller has any questions about the process.
  • Send copies of any marketing to the seller, including website ads.

Week 3

  • Inform the seller of the number of showings so far.
  • Call with feedback from any showings.
  • Report to the seller any new listings that are now competition.
  • Report to the seller any sold comps, eliminating competition.
  • Call COI/PC with Just Listed call and tell the seller you did so.
  • Call all agents in the area who have similar listings and tell them about yours. Ask them if they have any buyers who would be interested. Tell the seller what you did.
  • Review everything you’ve done on the Listing Plan of Action up to this point with the seller.
  • Address any condition issues from feedback comments if any.
  • Let the seller know that if there is not an offer by next week that you will do a new comparative market analysis and that it may be time to “revisit the price.”
  • Send the seller copies of any new marketing that has been done for their home.

Week 4

  • Review the number of showings so far.
  • Review feedback from showings.
  • Present any new listings that are competitors to the seller.
  • Present to the seller any sold comps, eliminating competition.
  • Ask the seller to correct items related to any negative feedback.
  • Prepare, present, and review with the seller a new CMA.
  • Reduce Price: If there are lots of showings and no offers reduce by 5%. If no or a few showings, reduce by 10%. Back this up with comps. Show the seller that lower-priced homes are out selling them. The first price reduction should be significant!
  • Remind the seller that you remain 100% committed to getting them the greatest amount of money in the least amount of time with the fewest hassles to them.
  • Change price in MLS.
  • Thank them for being smart and reacting to market conditions.
  • Ask if they have any more questions about process and progress of the listing.
  • Send a letter including a print out of new MLS data sheet showing the new price, pictures, and description.
  • Send the seller copies of any new marketing that has been done for their home.
  • Week 5
  • Review with seller the number of showings since the beginning, as well as web hits, sign calls, etc.
  • Review feedback from showings.
  • Review the results of your activities from the seller’s price reduction action plan.
  • Remind the seller to keep turning on lights and preparing home for all showings.
  • Review with the seller all activities executed from your listing plan of action.
  • Ask the seller for copies of important documents you may need for closing, for title insurance ,warranty information, etc.
  • Ask if the seller has any questions about process or progress.
  • Reiterate your 100% commitment to getting it sold for the most money in the least amount of time with fewest hassles to them.
  • Send the seller copies of any new marketing that has been done for their home.
  • Be sure the seller has plenty of brochures for inside the home and the brochure box.

Week 6

  • Review the number of showings, web inquiries, sign calls, etc.
  • Review any feedback from showings.
  • Discuss the correction of any items resulting from negative feedback.
  • Review any new listings with the seller.
  • Review any new sold with the seller, including the sold days on market.
  • Review average days on market with seller.
  • Review all activity completed to this point from your listing plan of action.
  • Call listing agents of competing properties and ask who they have that would love this home. Ask for their showing activity and what’s happening with their listings. Tell the seller you did this.
  • Ask the seller to have the HVAC system cleaned in anticipation of a home inspection in the future.
  • Ask the seller if they have any questions about progress and process of listing.
  • Send the seller copies of any new marketing done for their home.
  • Preview all competing properties and discuss with seller.

Week 7

  • Review the number of showings, web inquiries, sign calls, etc.
  • Review all feedback and discuss anything needing improvement.
  • Review new listings that compete with the seller.
  • Review sold comps and days on market they required.
  • Discuss that if there is not an offer by the end of the weekend, it’s time to do a new CMA and revisit the price.
  • Reiterate your 100% commitment to getting them the most money in the least amount of time, with the fewest hassles to them.
  • Ask if they have any questions regarding the progress or process of the listing.
  • Send the seller copies of any new marketing done on their home.
  • Send the “listing evaluation form” to the sellers for review next week.

Week 8

  • Review the number of showings, web inquiries, sign calls, etc.
  • Review any feedback and discuss areas needing improvement.
  • Use the Listing Evaluation Form with seller and have them rate each item. This will demonstrate what needs to happen to sell the property.
  • Review any new, competing listings.
  • Review any sold listings, including their days on market.
  • Reduce price.
  • Send the new MLS data sheet with the new price, description, and pictures to the seller.
  • Do items on price reduction seller action plan and tell the sellers what you executed.
  • Review all items completed from your listing plan of action with sellers.
  • Ask if the sellers have questions about the process and progress.
  • Call area listing agents with the price reduction, asking for showings from leads they have on their listings.
  • Send any new marketing done to the seller.

Week 9

  • Review the number of showings, web inquiries, sign calls, etc.
  • Review any feedback from showings and correct any ongoing negative feedback.
  • Review any new listings that are competing with the property.
  • Review any newly sold comps, including their days on the market.
  • Present new, detailed CMA to the seller.
  • Show them what is selling and why.
  • Make sure they are still preparing the home for showings.
  • Reiterate your 100% commitment to them.
  • Ask if they have questions about the process and progress of the listing.
  • Send them any new market done for their home.

 

Week 10

  • Review the number of showings, web inquiries, sign calls, etc.
  • Review any feedback, correcting all repetitive negative feedback. This is no longer an option. It’s fix it or it is dramatic price reduction time!
  • Review any new, competing listings with the seller.
  • Review any recently sold listings with the seller, including the days on market.
  • Review all activities completed from your listing plan of action.
  • Show the seller that what is selling is taking a while to sell, but is lower in price than their home.
  • Refer to Listing Evaluation and reevaluate what it’s going to take to sell it.
  • Send any new marketing done on their home to seller.

Week 11, 12, and Beyond

  • Normal reviews of numbers, etc.
  • From this point on, it’s either dramatically improve features, benefits, upgrades, etc., and/or significant price reductions.
  • Update seller about market conditions.
  • Preview all competing houses and review the results with seller, re-pricing to get ahead of the other listings.
  • Extend the listing contract.