The Lost Art in Real Estate Sales – The Hand Written Note

Discover the Impact of Personal Hand Written Notes.

I was reminded so many times the last week or two about the powerful impact a personal hand written note has on people.

Someone once said “Short handwritten notes yield long results”… Why has something that was effectively done consistently by generations before us become a forgotten art?

Personal gestures are meaningful and memorable and right at the top of personal gestures sit hand written notes.

Always send a card or note when you are reminded of a person. So many sales professionals including myself think right away well that sounds nice, but I am too busy.images (1)

“Why write a personal hand written note when I can send hundreds of emails and texts each day or better yet just tweet something on twitter or type up a Facebook post…

Personal handwritten notes are something my parents, grandparents and generations before would do. You want me to take the time to start writing personal hand written notes?”

You bet I do!

For years I’ve been asked what are some of the most inexpensive and highest ROI marketing strategies in real estate sales and I always place at the top of the list the personal hand written note.

A personal note deepens a relationship with a client every time.

They are always read.

Just try not opening one or try just tossing one into the garbage without reading it.

They gift someone your time, your most precious commodity.

Because they take time, they show people you care and leave a lingering impact or what I like to call “a sweet after taste” with your clients.

So many times I have had people call me and say something like “Frank I got your note today. Wow, you don’t have any idea how incredible your timing was with your note, I really needed that, thank you.”

Knowing I had that kind of impact on someone’s day never gets old!

This is one activity technology cannot replace because of the gesture, courtesy and professionalism a personal note has. In business, we begin with an idea but we thrive in business from great relationships.

Here is a list of activities/events that can inspire you to write and send a personal hand written note. Build the habit by doing it daily and watch what it does for others but more important what it does for you, your personal and professional life.

  • Phone call
  • Meeting someone
  • Coffee, Breakfast, Lunch, Dinner
  • After receiving a gift
  • After receiving a referral
  • After receiving good service
  • Just because
  • Thinking of you
  • Prior to appointment
  • After an appointment
  • Get well
  • Sympathy
  • Event
  • Celebrations
  • Service providers (lender, inspector, etc.)
  • During a listing
  • During a buying experience
  • Subject removal
  • Opening escrow
  • Sale completion
  • Escrow
  • The other agent

Here are a few note dialogs to really get you started.

“Dear Client, Just wanted to say how much I enjoyed meeting you today. I am excited to have you part of my client community and looking forward to many years of serving you. All the best, Agent.”

“Dear Client, Thank you very much for the referral to John and Kathy. You can be certain I will give them excellent service. Your trust in me is greatly appreciated. All the best, Agent.”

“Dear Waitress, thanks for the amazing service and smile today. You made my day and must really love what you do. All the best, Agent.”

“Dear Client, it was great talking with you today. I am glad you found great value in the information that I provided. Please call if you have any more questions or concerns. All the Best, Agent.”

HANDWRITTENLETTERANDPENWell there you have it. Something so special as your own handwriting is almost as unique as your own DNA.

It takes a little more effort to write a note rather than an email, text or tweet BUT…

Your clients never get notes like they get an email, text or social message.

Statistics say only about 3% of postal mail is ever personal and the rest is junk, business or bills.

The combination of your valuable time, effort, stamp and your thoughtful message all carry an incredible VALUE that is truly lost with technology.

I encourage you all this week to embrace the classic personal note and see what it will do for others and for you and your business.

 

Top Reasons to List – Buy/Sell over the Winter

We’ve all heard many excuses why home owners/buyers want to wait till spring to make a move in real estate.

The fact of the matter is, the excuses are endless so it’s our job as REALTORS® to be equipped with facts and a strong reality check to combat these reasons we hear everyday.

To help you through the winter season I put together some of the top reasons a client would want to choose this time of year to buy, sell or list a home.

Top Reasons to Sell Real Estate over the Winter

  #1 – Serious Buyers
• Yes there are fewer buyers, but those buyers are usually very SERIOUS about making a purchase or many HAVE to make a purchase.

#2 – Less Competition
• Most sellers wait until the spring or summer to list, so your home will have far less competition
• Spring = Greater supply = Same Demand = Less Money

#3 – January is the Biggest Transfer Month
• More corporate relocation moves happen during January than any other time of the year.
• Catch the corporate relocation buyers

#4 – High Attentive Efficient Service
• By putting the home on the market during the winter you experience better, personal and faster customer service from movers, lawyers, banks, insurance providers etc.

#5 – More Time to Get Top Dollar
• By starting to market your home early, you may be able to secure a higher price with more listing exposure time.

#6 – Time to Shop
• If your home sells quickly, you will be able to shop for your next home during the winter, a great time to find a bargain!
• More time to look and not pressure to shop and beat the other buyers.

#7 – More Advertising Punch
• Most REALTORS® and offices have less inventory during the winter, enabling your home to stand out even more.
• Less marketing noise out there for the buyers and they see your home with ease now.

#8 – The Inexpensive Money
• Today’s interest rates are still some of the lowest in history. This gives buyers more spending power and increases your buyer pool
• When shopping for your next home, you can benefit from the low interest on your new mortgage.

#9 – 20% of Homes Sold During the Winter
• Buyers and Sellers are usually quite motivated to get the transaction completed.
• This can mean less price haggling and fewer hassles during the process.

#10 – Non-Contingent Buying
• By selling now, you may have an opportunity to be a non-contingent buyer during the spring, when more houses are on the market!
• Less “subject to the sale” offers from buyers and you are not one of them when you are buying your next home.

#11 – No Yard Work
• Great time for a home that needs a yard make over to sell.
• No need to worry about your yard work. Snow makes it look fresh and white.

#12 – Buyers Are Searching
• Buyers begin the search and purchase for spring moves in January, February.
• Busy move times are March Spring Break, April Easter and May long weekend

#13 – No Pricing Games
• Less choice for buyers means less sellers to play pricing against each other
• Buyers will often make more concession in their buying decision with less choice

#14 – Show Time
• Property shows well, almost staged with holiday décor adding to the ambiance
• Tis the season for your home to shine!

#15 – Quality Showings
• Little chance of quick showings and not being prepared to show your home
• Easier time of year to make appointments and give sellers advance notice.
• Higher quality showings

#16 – Right Buyer, Right Time
• The odds are the same for the right buyer looking at your home regardless of the season.
• Right buyer, right time, right home

 Top Reasons to Buy Real Estate over the Winter

 #1 – Competing Offers
• Little or no chance of multiple or competing offers for the buyer

#2 – Service
• Better service from all service providers like the agents, banks, insurers etc. Not as busy now.

#3 – Motivation
• Sellers motivated at this time of year if still trying to sell from summer or fall.

#4 – Negotiation
• Sellers willing to negotiate, been on the market for some time now. Give and take.

#5 – Expired
• Buyers can shop the expired listings market, which has the largest selection this time of the year.

#6 – Closing Options
• Good time of year to make an offer and do the due diligence, buyers can move quickly now or slower in the spring if not in a rush.

#7 – Housing Options
• Easier for sellers to find alternative housing, not as much pressure finding a rental vs. the really busy spring and summer season.

#8 – Subject to the Sale
• Great time for buyers to make contingent “Subject to the Sale” offers and get them accepted and movement on the price.

#9 – Moving Services
• Easier time for a buyer to move and find help and services like movers, cleaners, storage.

#10 – Completions
• Better timing for buyers on completions with lawyers, banks land registry. Not that busy and time to attend to you now.

#11 – Competition
• Less competition for the same property from other buyers on the deals that pop up this time of year.

Now that you’re equipped with ammo to overcome any objection, go out there and list and sell some real estate this winter season.