What matters #3: Local market experience

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Hiring a sales agent maximizes the potential for bidding wars, which means a potentially higher sales price (plus a higher commission).

Action: On your professional resume, LinkedIn page, and general marketing, verbalize your winning experience in reviewing and negotiating offers. Maximizing bidding war potential has been shown to be one of the reasons home sellers change their minds and decide to sell through an agent versus selling FSBO.

Underestimating seller knowledge is a common oversight of today's real estate agents. founder email address list Today's best real estate leads know the pros of using an agent to represent them in the sale of their property. In your real estate marketing, it's the cons (think real estate agent fees) that you have to counter with what you bring to the table, such as being able to sell in an ideal time frame or closing at a more competitive price than seller leads could achieve in a FSBO (for sale by owner) sale.

Real estate seller leads: 5 things they care about most - local market expertise
5 things that the best real estate contacts care about most: experience in the local market
I'll repeat it again: Brand yourself accordingly. Keep your presentation (including avatar!) and language local. If you're in a rural or agricultural business market, the metropolitan feel of the big city won't fit with your target audience.

Think of it this way: The perspective that agencies and sales agents need to adopt is one of access.

The best real estate leads come to you because you have access to the market that they don’t. Clever Real Estate recently reminded the real estate world that, on average, FSBO (or For Sale By Owner) homes sell for almost 30% less than when sold with an agent.

While they may not be completely unaware of it after a week of Zillowing, the best real estate contacts don't really know the latest competitive pricing trends in this neighborhood versus that, nor do they have a global view of how it all works. You do. In fact, it's your job to know, along with your own marketing.

Action Point: “Market access” is your key marketing angle. There’s your seller’s story, and then there’s your story. Your story should establish you and explain how, why, and since when you have access to or timely knowledge and insights into the current market. Where applicable, communicate that you yourself are a lifelong local or long-time resident of the relevant area.

Local market expertise is like knowing where all the clubs are, but local marketing expertise requires you to let everyone know (tactfully). A localized approach is the way to turbocharge the confidence of your best real estate prospects.