Hawaii Real Estate | Hawaii Relocations | Hawaii Home Buying & Selling

We all tend to grasp a few things along the way to incorporate into our business model.   There are some pointers we can use and some we keep on the back burner for another time.  Who knows when we'll be able to utilize them with a potential client.

Preparing a listing presentation or a buyer packet is surely an art. I prepare each and every one with care, consideration and geared specifically for the client. I try to make it interesting and attach a cover letter, graphs, articles I've written and loads of information.

I recently added something to the presentation/packet that I really got a kick out of. It was one simple sheet asking "What are the top three considerations that are important to you in selecting a Realtor®? 

I've asked them face to face every single time I've had a meeting,  but there was nothing more profound than watching them discuss together and then with me and then writing it down.

When is the best time for me to present this to the potential client?

1. Listing appointment:  After going through the property step by step and getting feedback from the Hawaii Home Seller about highlights and upgrades and talking with them about their needs/wants, comps, pricing and so forth.  Then we sign the listing agreement.
2. Buyer appointment:  After going through their options, criteria for a home, talking with them about their needs/wants and getting feedback from the Hawaii Home Buyer  and before setting appointments for showing appointments.

It's a great discussion to see where my potential client's thinking is...and an enlightening experience of what they actually thought about that first initial meeting with their Hawaii Real Estate Professional. More often than not there are usually these same answers but worded differently:

Communication.

Listening to their Needs.

What I will do for them.

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We represent our clients best interests. THAT is my first and foremost priority when strategizing the sale of a home. In  Strategic Planning + Hard Work = Property IN CONTRACT my planning turned out to be a big positive and the townhouse was in contract by day ONE after the Open House. With 50+ guests to view the Mililani Townhouse for Sale there was no doubt in my mind that all efforts paid off.

But by the third day in contract the buyer's agent politely calls to inform us that they are backing out. No home inspection yet either. "The wife didn't really like it" was the reason....but hey......

.....I'd rather find out quickly rather weeks down the line.

At last Sunday's Open House the guest sign in sheets were filled out completely with guest, name of agent and so forth. I had also made notes on the side of the guests (i.e. very interested and said their agent would be contacting me) so I would remember who they were.

So when the contract fell out I hopped on the phone and within the hour had called five agents with the interested clients from the Open House. They were so excited and the following day received four contracts. We are now back in contract and have a back up offer besides.

Always have a backup plan.

Because as we all know it's never for sure....until it records.

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Celeste "Sally" Cheeseman is a Realtor-Associate with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs, she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocating to Hawaii, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents.

Website: www.hawaiihomesmarket.com

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