Nora Gonzalez (United Real Estate - Houston)

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Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

"Mr. Seller, my strength is in my marketing ability. The unique, tailored and personalized plan that I will create to present your property will be carefully designed to draw the most qualified and motivated buyers, and their agents, for it. This type of skill is not confined to a particular price range. It works as well on a $10,000 home as a $10M home because it is structured specifically for that type of property and to draw that type of buyer.
So, to answer your question, although I may not have recent experience with a home in this price range, I do know how to target buyers for a home in this price range and I can."

Great question. Go get that listing dude.

Feb 15, 2018 04:47 AM
Jordan Ayan
The Lifestyle Collection - Scottsdale, AZ
Luxury Market Expert, CLHMS,Million Dollar Guild

PARTNER - I am a new agent.  As of last November, I had never listed or sold a property.   I had an opportunity to list a $2,000,000 home.  The seller emailed me a number of questions.  How many luxury homes have I sold, why would they list with me rather than someone else in the area who lists the majority of the homes in his area, etc.  I looked at his list, and while I have some serious business expertise when it came to his specific real estate experience.  So I went and talked to my broker.

He suggested that I go to the top luxury agent in our office and ask him to partner with me.  I did.  We split the deal 50/50, and closed the listing.  38 days later we sold the home.  This led to a second $2.2 Million listing which closed Tuesday (this one I partnered 75/25).  Four other listings, all except one (which is land in a luxury area) over $1 Million have happened since the partnership in October.  I did not partner on some of the more recent business, but would not hesitate to if it opened a door that I could not open on my own.

I have always believed that 50% of something is better than 100% of nothing.  Find a great partner and close the business.

Feb 15, 2018 05:19 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Now that is a tough one. It's not so hard to overcome the area argument, but you've got a two-for there! I suppose all you can do is focus on what you have sold successfully and indicate that those same steps to success will be taken for their home.

Feb 15, 2018 04:38 AM
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Here's the thing, Nora... you are going to be their listing agent, not the selling agent.  You focus on that!  Focus on what you will do to market their property. 

I don't know anything about your office, but perhaps you could capitalize  on the "we" and not the "me".  You're part of a group of people, not an individual.  

Feb 15, 2018 04:42 AM
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

Agree if true. But counter with the argument that your motivation, your drive, your experience and your enthusiasm will more than make up for it.

Explain, that this is not a unique experience for you.

Add that you will work twice as hard, twice the marketing, twice the creativity, to make the sale of their home happen - that your reputation is on the line.

Finally, show them your marketing plan. Ask if the others will do the things in there that you know they won't do....

Feb 15, 2018 05:30 AM
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

You can't go wrong with Candice A. Donofrio's answer!

Good luck!

Feb 15, 2018 05:26 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

I like ths suggestion by Candice A. Donofrio

Feb 15, 2018 06:35 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, EXP - Stevens Point, WI
Forestland Experts! 715-204-9671

Just move on to tell them what your strengths are.

Feb 15, 2018 06:14 AM
Doug Dawes
KW Evolution - Topsfield, MA - Georgetown, MA
Your Personal Realtor®

You kinda ignore the question and do what Candice A. Donofrio and others have advised.

Feb 15, 2018 06:10 AM
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Candice A. Donofrio totally nailed this one. 

Feb 15, 2018 06:00 AM
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

That is a situation where it's good to have another more experienced agent in your office to partner with.

Feb 15, 2018 04:43 AM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

I really like Candice A. Donofrio's answer.  I also like Jordan Ayan's response about partnering if needed.

Feb 15, 2018 08:35 AM
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA.

Once again Candice A. Donofrio has offered a magnificent response!  

Feb 15, 2018 06:40 AM
Peter Testa
Nationwide Homes - Danbury, CT

Change the subject

Feb 15, 2018 05:58 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

"Our team closed 130 transactions in 2017 including many in this area, at and above your price point."

Feb 15, 2018 05:52 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Try and deflect it to your Office's success OR Re explain how it plays NO Role in the successful marketing (these days) of a Listing .

Feb 15, 2018 05:30 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

My experience is with real estate and current market knowledge. It is what you need for a successful transaction.

Feb 15, 2018 05:30 AM
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

I explain my knowledge and marketing plan. Whenever I go to a listing appointment, i always research the home and the area to be able to answer any question they bring up

Feb 15, 2018 05:13 AM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Tell the truth but explain what you can do.

Feb 15, 2018 04:21 AM
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate

I have never been asked that question.  With confidence and knowledge about the area and market (prep time before meeting with sellers), it just is not an issue. 

I am in alignment with Candice A. Donofrio - and add my expertise is not signing a listing agreement or inputting a sign in your yard. Good Grief, anyone can do that.  It takes little to no skill.  Where I excel and rise above most all agents who have sold here, is in my marketing, which is not one size fits all, it is customized and designed exclusively for you. 

Feb 15, 2018 09:28 AM
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

listing agents are marketing agents..... you'll be hiring me to market your property, and when we meet, I'll show you exactly what we provide for marketing ..

Feb 15, 2018 08:06 AM
Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

      What Candice A. Donofrio said.  

       Second option is to partner with an experienced agent from your office.  Put your agreement (with that agent) in writing; don't give away the store.

Feb 15, 2018 07:46 AM
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Eighteen Years Experience in Brevard County

First of all, be open, honest and direct. Explain you are limited in some experience but have a "team" of experts to partner with through the process.  The key here is the team...make sure you have one and don;t be afraid to "market their experience and strengths."  After, their strength's are your strengths as well!

Feb 15, 2018 07:09 AM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


Candice A. Donofrio gave you a beautiful answer.  A

Feb 15, 2018 07:06 AM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Nora Gonzalez I can't add anything to Candice A. Donofrio 's answer. I hope you get the listing.

Feb 15, 2018 06:11 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

1. Is #1 competitor a resident in that community. You never mention the individual but juxtapose your business to what is observable about him/her. Be aware, if the #1 is resident, the issue is avoiding SHAME. You will need to be skillful.

2. Demonstrate in-depth knowledge of the market segment AND reveal the 'incommon' tools and resources.

3. Illustrate your system to be more comprehensive and engaging than that used by other agents. Proprietary tools are a home run.

4. Articulate you are in business for yourself but not by yourself. Bring to bear the resources of the brokerage and the critical mass of influence of the agent within.

5. If you have not answered the sellers 5 critical questions  without them asking, during your presentation, the game is already over.

In the presentation you communicate your why. Folks will buy your 'why' before they will by your what.  A compelling 'why' will override many of their doubts.

Feb 15, 2018 05:29 AM
Nora Gonzalez
United Real Estate - Houston - Houston, TX

Wow very impressed on all the answers.  Will be using several for my listing presentation.  Thank you all I greatly appreciate it.

Feb 19, 2018 11:51 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Nora Gonzalez - an excellent question and equally great answer from Candice A. Donofrio!

(Never seen 21 upvotes - so far....)

Feb 15, 2018 10:21 PM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Remember the rule: people buy from people first then the product. Sell you

Feb 15, 2018 06:44 AM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Thankfully I know the market and what buyers are buying and paying and i can offer that information.

Jul 10, 2018 09:47 PM
Shawn and Angela Miller
Berkshire Hathaway HomeServices Amabassador Real Estate - Lincoln, NE
Lincoln and Omaha, NE REALTORS®

The best thing is to not lie about your abilities.  Being honest might get your foot in the door.  Sort of like Candice said in her comments, deflect the weakness questions and promote your strengths!

Feb 28, 2018 02:38 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I can run stats is any area with my MLS and determine price based on sales.

Feb 17, 2018 07:38 AM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

I usually preview data for that area, if I do not know it well, so I have an idea what was sold, how fast, and condition. Working in L.A. I do know know all the small hoods, but i'm willing to invest my time and get fully prepared for my listing appointment. I would also mention my other sales and experience in real estate and local communities. 

Feb 16, 2018 11:51 PM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

I would give him/her your office's experience with sales in the area.

Feb 16, 2018 05:24 AM
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

I would explain that values are just numbers and the contracts are basically the same for all transactions.

AS far as their area, tell them the highlights and special things about the area so they can see you know the area although you have never sold there.

Feb 15, 2018 06:11 PM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Focus on how you are different and what you offer. Whatever you say, sound self-confident and convincing.

Feb 15, 2018 11:59 AM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

I never prtend not to be what I am not....

Feb 15, 2018 11:41 AM
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Be prepared with office statistics and comment on how many homes your office has sold, either as a listing or with buyers, and discuss the concept of how working as a team in your office allows you to help them acheive their goals.

Feb 15, 2018 07:38 AM
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

The techniques are the same. However, I would show them that you have done research on the neighborhod as well as the area amenities and strengths. Otherwise you are not going to make an impact.

Feb 15, 2018 07:22 AM