by Brad Larson

Top 10 Real Estate Agent Traits Part 2–LarsonEd

Naples Real Estate School

In our previous post, we told you sellers want to hire an agent that they believe will get the job done professionally. Specifically, here is the second half of the Top 10 traits and skills our sellers told us they are looking for in selecting an agent:

6. Sellers want to know the cost AND value of your service.

Of course they want to know how much your commission will add up to, but they also want to know what they will get in return. If you are able to list off your qualifications upon request, the seller will be more likely to see you as an asset.

7. Sellers want you to appreciate their property’s attributes.

This tells them that you are paying attention to the positive qualities in their house, which means you’ll be more likely to utilize these as selling points to buyers.

8. Sellers want to know that the property will be shown in the best light.

It goes without saying that the better the property looks the more likely it will be to sell, but the seller also wants to know that you know how to stage a home properly (link to staging PR).

9. Sellers want to know that you will creatively market the property.

Will you be active with advertising, both online and off? This will give the seller confidence that you will accomplish your task of selling the home.

10. Sellers want to list with an agent who has a good client base of potential buyers.

The more buyers an agent knows, the more likely they are to find one that wants the seller’s house.

These tips will help you become better prepared to meet client expectations for real estate agents.

Coming soon:

20 questions to learn about the seller and prepare you for the walk-through

If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1^st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.

Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link – http://www.larsoned.com/realestate/ – or simply call a friendly Larson representative at (239) 344-7510.

Larson Educational Services looks forward to earning the right to be your real estate school of choice!

Larson Educational Services
1400 Colonial Blvd. Suite 44
Fort Myers, FL 33907
info@LarsonEd.com
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google

12.01.14

by Brad Larson

Naples Real Estate School

What is career night?

If you are unsure about whether or not a career in real estate is right for you, this is your chance to get more information prior to spending money on our classes or before submitting an application to the state. It’s also a chance for you to learn more about the Real Estate industry and current market from Larson Educational Services, a family owned company with 30 years of real estate education experience.

This 1-hour informational session is provided free of charge in our clean, comfortable and professional classroom environment and is instructed by members of the Larson family. There is no obligation if you attend. Information available includes:

Education and examination requirements
Florida Licensing fees
Traits and skills that lead to success in the industry
Local Real Estate companies looking to hire newly Licensed real estate professionals

Also, you will get the opportunity to participate in a free drawing to win a $150 scholarship toward our Real Estate Licensing education!

To register simply click a date below, enter your information, and click “Checkout”. You may also call us at (239) 344-7510 to register. There is no cost to attend.

Upcoming Career Night Dates

Evening Session: Tuesday evening from 6:30pm-7:30pm
Weekend Session: Saturday morning from 10:30am-11:30am

Tuesday, December 2 (Evening) – Naples

Brad Larson

Larson Educational Services

(239) 344-7510

About Larson Educational Services

Google

11.24.14

by Brad Larson

Top 10 Real Estate Agent Traits: Part 1–LarsonEd (VIDEO)

Naples Real Estate School

Top 10 Real Estate Agent Traits: Part 1–LarsonEd (VIDEO)

http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/

Subscribe to our Youtube channel: http://www.youtube.com/subscription_center?add_user=LarsonEducationalFL

Like us on Facebook: https://www.facebook.com/LarsonEducationalServices

Larson Educational Services
Royal Palm Square
1400 Colonial Blvd, Suite 44
Fort Myers, FL 33907
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google

11.20.14

by Brad Larson

Top 10 Real Estate Agent Traits Part 1–LarsonEd

Naples Real Estate School

Sellers have strong feelings about what it takes to be a great listing agent. In short, sellers want to hire an agent that they believe will get the job done professionally. Specifically, here is the first part of the Top 10 traits and skills our sellers told us they are looking for in selecting an agent:

1. Sellers want you to be a market expert.

This means understanding what similar homes are selling for and how long they are listed before they sell. This information will better equip you to inform your client’s expectations.

2. Sellers want you to be a product expert.

Know their home inside and out so you can respond to possible buyers’ objections. Also take account of features of the property that make it unique within the market or that you know will be hard selling points.

3. Sellers want you to do the research in advance of looking at the property.

This is where your professionalism comes into play. The reason they hired you is so they don’t have to do the work, so do your homework.

4. Sellers want you to set the right price the first time.

Overreaching the market can cost you and your client precious time, especially if they are making a move soon and need the cash from the sale to move into a new home.

5. Sellers want you to explain the local market and estimate how long it will take to sell.

This goes back to you doing the homework so the client doesn’t have to. Learn the house and learn the market and communicate what you find to the client so they better understand pricing expectations.

These tips will help you become better prepared to meet client expectations for real estate agents.

Coming soon:

Top 10 Real Estate Agent Traits Part 2

Larson Educational Services looks forward to earning the right to be your real estate school of choice!

Larson Educational Services
1400 Colonial Blvd. Suite 44
Fort Myers, FL 33907
info@LarsonEd.com
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google

11.10.14

by Brad Larson

How to Handle FSBO Objections–LarsonEd (VIDEO)

Naples Real Estate School

How to Handle FSBO Objections–LarsonEd (VIDEO)

http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/

Subscribe to our Youtube channel: http://www.youtube.com/subscription_center?add_user=LarsonEducationalFL

Like us on Facebook: https://www.facebook.com/LarsonEducationalServices

Larson Educational Services
Royal Palm Square
1400 Colonial Blvd, Suite 44
Fort Myers, FL 33907
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google

11.06.14

by Brad Larson

How to Handle FSBO Objections–LarsonEd

Naples Real Estate School

As you saw in our previous post, approaching FSBOs can be a good way to gain a new client. FSBOs often want to save on the commission by doing it themselves, but don’t realize how much extra time and effort it will take them to sell their own property.

Your job is to handle their objections to you taking on their property in a way that will convince them that you are worth the commission.

Here are responses to 5 common FSBO objections (Source: REALTOR Magazine):

1. If the FSBO says:

“I’m sure I’ll get a buyer in no time. I’ve had the house on the market only a week, and I’ve already had 3 people come to see it.”

Counter with:

“It’s great that you’ve had so much interest, but how many of those people come back a second time? One of the problems with showing a house is that you get a lot of browsers who just like to see other people’s homes.”

2. If the FSBO says:

“I can’t afford to pay a real estate commission. I need every cent I can get from the sale to put toward my new house.”

Counter with:

“I know it’s important to have the biggest down payment possible. But an NAR survey (the Profile of Home buyers and Sellers) found that, on average, people who sell their homes through a real estate professional receive a price that is 27% higher than people who sell their homes themselves. So even with my commission, you’ll probably come out ahead.”

3. If the FSBO says:

“What do I need you for? I can put up a sign in my yard.”

Counter with:

“It’s true that your sign will attract buyers, but many of them won’t be able to afford your home. When I get a call from a house sign, I can prequalify buyers. In addition, I won’t just put up a sign. I’ll actively market your listing, through the MLS and other means, to brokers who are already working with qualified buyers.”

4. If the FSBO says:

“If I list my property, it will be with my friend who’s in real estate.”

Counter with:

“It’s great to be loyal to your friends. But can you afford to list your property with a friend for 60 or 90 days and take the chance it won’t sell? If you’re planning to buy another home, that’s a big gamble. Our company sells homes in your area fast. (Provide the number of days on market.) Also, I’ve found that when working with friends, it’s hard to fire them if they don’t perform.”

5. If the FSBO says:

“I can do this myself.”

Counter with:

“Of course, you’re smart enough to do what has to be done. But why spend all the time figuring out something you may not do more than a few times in your life? Let someone who has experience do the work for you. If you decide to try to sell on your own, I’ll be glad to give you a list of all the forms you’ll need. (Quantify the number of forms to demonstrate the sheer volume of paperwork involved in selling a home.)”

If you recognize and are able to counter these common objections, you’ll be more likely to make a FSBO your client.

Coming soon:

Open House Tips Part 1

f you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1^st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.

Larson Educational Services looks forward to earning the right to be your real estate school of choice!

Larson Educational Services
1400 Colonial Blvd. Suite 44
Fort Myers, FL 33907
info@LarsonEd.com
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google

10.30.14

by Brad Larson

Naples Real Estate School

Family-owned and operated Naples real estate school Larson Educational Services (License #ZH1002299) is the #1 real estate education provider in SW Florida. We train more new licensees than all other real estate schools in SW Florida combined! We are NOT affiliated with a real estate brokerage which means our only focus is on education. Here’s what sets us apart from the rest:

*Flexible scheduling*
Our course has a modular format meaning you can mix-and-match dates and locations. We do not have a minimum class enrollment size, meaning we NEVER cancel a class. View our Online Course Calendar to see our upcoming course dates.

*1-Year Tuition policy*
You can re-attend and review our course as many times as you like within a 1 year period for no additional charge

*Top-notch instructors*
Our instructors are licensed and professionally trained and provide an excellent classroom experience

*Excellent customer service*
Everything we do is oriented from the students’ perspective meaning when you call us, you get a real-live person to talk to, not to mention, we’re very friendly:)

*30 Days to Success*
In a survey of 150 of our students who attended class in the past 3 months, more than 50% of them completed the class and passed the state exam in 30 days or less. Our Step-By-Step Licensing Guide will help get the process started.

*Fun experience*
We understand that “going back to school” is not at the top of your to-do list, so we make sure you have a comfortable learning environment that is geared toward your comfort, and our interactive and energetic instructors make sure you have an enjoyable experience

If you would like to learn more about the process of obtaining your Florida Real Estate License, or have any questions about our services, please call a friendly Larson representative at (239) 344-7510. We’ll be happy to take your call!

Brad Larson

Larson Educational Services

Royal Palm Square

1400 Colonial Blvd, Suite 44

Fort Myers, FL 33907

(239) 344-7510

About Larson Educational Services
Google

10.27.14

by Brad Larson

How to Get a For Sale By Owner Listing–LarsonEd (VIDEO)

Naples Real Estate School

http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/

How to Get a For Sale By Owner Listing–LarsonEd

Subscribe to our Youtube channel: http://www.youtube.com/subscription_center?add_user=LarsonEducationalFL

Like us on Facebook: https://www.facebook.com/LarsonEducationalServices

Larson Educational Services
Royal Palm Square
1400 Colonial Blvd, Suite 44
Fort Myers, FL 33907
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google

10.23.14

by Brad Larson

How to Get a For Sale by Owner Listing–LarsonEd

Naples Real Estate School

For sale by owners tell us that the major reason they try to sell without an agent is that they feel they are saving a commission. The #2 reason is related to a prior unpleasant experience with another agent.
So how do you convince a For Sale by owner that not only are agents in general a good idea but that having you specifically is the right choice for them?

1. Show the FSBO that working with you is in their best interests

Do this by preparing an FSBO packet that includes: a cover letter, what you need to know to sell your own home, your personal bio/brochure, company information, and the necessary forms to sell their own home. The information alone may show them that you know your stuff and they may not be as equipped as they thought to do it on their own.

2. Develop an approach to FSBOs that is comfortable to you

Make contact early, ask them about the property, and leave them the documentation necessary to sell.

3. Ask them questions:

a. Is your property priced properly?

b. Can you justify your price?

c. Are you reaching the right people?

d. Can you reach them again?

e. Can you weed out the “lookers”?

f. Will the prospect confide in you?

g. Do you understand financing?

h. Can you find hidden objections?

i. Are you always available?

j. Can you close a sale?

k. Can you sell their home?

l. Who will draft the documents?

m. Are you really saving the commission?

When it comes down to it, once you ask them some or all of these questions, the FSBO may realize that they really aren’t equipped to sell their own home, leaving you in a position to sell their property yourself.

4. Stop by early and often

An FSBO’s pride may get in the way of letting you take the property at first, but once they realize they aren’t cut out for it, make sure you are there to take it over.

Keep these techniques in mind when you are approaching a FSBO and they will be more likely to choose you as an agent when they’ve had enough.

Coming soon:

How to Overcome FSBO Objections

Larson Educational Services looks forward to earning the right to be your real estate school of choice!

Larson Educational Services
1400 Colonial Blvd. Suite 44
Fort Myers, FL 33907
info@LarsonEd.com
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
Google