7 things agents can do to help sell clients’ homes fast
According to the National Association of REALTORS® (NAR), the median length of time a home spent on the market was a mere three weeks from April 2020 onward. With inventory at record lows, Sellers will expect an even quicker and more profitable sale. Here are seven ways you can keep those transactions on track.
1. Convince Sellers to hire you
Before you say “Well duh,” to this tip, consider this surprising fact from the NAR: 77% of Sellers contacted only one agent before choosing that agent to represent them. Oftentimes, that agent was the same agent they used to buy the house originally, especially if they moved within 50 miles of the home they sold.
This means that one of the best ways to convince Sellers to hire you starts years before they decide to sell. Providing an outstanding buying experience is a proven way to convince Sellers to work with you. But what can you do now to convince Sellers to hire you (assuming you don’t have access to a time machine)?
- 41% of all Sellers found their agent through a referral. Referrals often come by being impressive to Buyers and Sellers. Check out our five easy ways to be more impressive to Buyers and Sellers.
- 57% of Sellers said that agent reputation (31%) and agent is honest and trustworthy (26%) were the things they looked for most when choosing an agent. One way to do those things is to create authentic content that shows your value. Another is to protect your clients during and after the sale.
These are proven ways to convince Sellers to hire you. And once you’ve enticed them, Sellers wanted their agents to help do four overarching things for them.
- Sell the home in a specific time frame (22%)
- Price home competitively (21%)
- Market the home to potential Buyers (17%)
- Find ways to fix up the home to sell it for more (16%)
Here’s how you can fulfill those four overarching needs.
2. Make the outside of the home appealing
Curb appeal is your Sellers’ first impression to Buyers—and you know how important first impressions are.
Making the outside of the home look appealing is the first step toward marketing it to Buyers. Here are a few ways to tackle this job:
- Recommend that the Seller clean their yard. Simple things like cutting the grass and picking up yard or pet waste should be a given. Give your Sellers a friendly reminder.
- Suggest eye-catching flowers. A few container plants with splashes of bold colors can make the outside of the home more vibrant. Plus, it’s much easier to maintain than a full-fledged garden.
- Prune trees and shrubs. In addition to looking good, pruning now means one less thing for the Buyer to do after they move in. That’s a big selling point, especially for younger Buyers.
3. Fix the most noticeable flaws
In a hot market, your Sellers’ home may not need to be perfect. However, you should encourage them to fix noticeable flaws to position them for a more successful sale. Some tips might include:
- Repairing loose handrails, both inside and outside the home.
- Replacing any chipped or cracked glass, or rips/tears in window screens.
- Addressing leaks and clogs in plumbing systems.
Even with low inventory, Buyers still expect homes that are as close to move-in ready as possible.
4. Make as much space as you can, especially in closets
Space is one of the biggest selling points for modern Buyers, especially as the world begins opening up following the COVID-19 pandemic. And there are several small, budget-friendly ways for your Sellers to make more space.
- Clearing off counters and using hanging baskets for storage
- Decluttering closets
- Placing houseplants strategically around the home to invite the outdoors inside
There are also ways for you to help Sellers create the illusion of space, which can be just as important as creating actual space for Buyers.
5. Consider small upgrades over huge home improvement projects
Sometimes Sellers think that to get top dollar for their homes, they need to commit to huge home improvement projects. For example, they may think they need to renovate their kitchen entirely. But that’s not always true. In fact, an NAR study showed that complete kitchen remodels can sometimes cause Sellers to lose money if they’re doing it to increase a sale price.
- $68,000 estimated remodel cost
- $40,000 in cost recovered
Instead, you might suggest smaller upgrades, such as touchless faucets or smart phone–friendly outlets.
6. Clean the entire house several times
It’s not enough for Sellers to declutter and do a quick once-over when cleaning. Buyers expect Sellers to present their homes as clean and healthy havens, especially after 2020.
You should recommend a true deep cleaning to your Sellers. If they can’t or don’t want to do it themselves, this is a great time to recommend a professional cleaning service, along with other professional services you’ve allied with.
7. Recommend a home warranty from 2-10 HBW
Finally, a great way to help Sellers sell quickly is by recommending a home warranty from 2-10 Home Buyers Warranty (2-10 HBW).
First, you can provide complimentary Seller coverage (where allowed by law). That protects the home against systems and appliances breakdowns while it’s on the market. When you provide a solution to breakdowns that can delay or derail a sale, it builds trust and confidence.
Second, you can recommend that Sellers include a home warranty for Buyers at closing. In addition to being the incentive Sellers use most, a home warranty provides peace of mind that the Buyer is purchasing a home that will function well—because if something breaks down, they have a simple solution. When Buyers have that peace of mind, they’re more comfortable with their purchase.
Lastly, recall that Sellers usually only contact one agent to help sell their home, and it’s usually the one who helped them buy the home. Providing a home warranty for your Buyers is a long-term strategy that could set you up for success down the line. Because when Buyers know their agent is in their corner—protecting them during and after the sale—they’re much more likely to refer you.
2-10 HBW offers comprehensive systems and appliances home warranties to help protect your clients from unexpected repair and replacement costs. Contact us to learn more.