35
SELLING YOUR SKILLS
Storytelling is the most powerful way to share your vision
of the home's potential. Based on what you have researched
about who will likely be attracted to the home, create a
story about how the new owners will enjoy the home—
why they have purchased the home, where they will spend
their time, what they want to see, how they want to feel.
Painting this mental picture for the property owners will
allow them to emotionally separate themselves from their
home and understand the psychology of selling and the
intrinsic value that you are contributing to the selling process.
As a point of negotiation, you might consider donating a
portion of your furniture sales proceeds to a charity of their
choice. The conversation of the first appointment should
center on the common goal of preparing the property to
sell at the highest market price with the least time on the
market. Specific talking points include: repairs and upgrades
that you will orchestrate, furniture and décor they want
to sell, monthly maintenance requirements, and a strategy
for marketing and advertising. Notice that I said upgrades,
not remodels. Never get in the middle of a remodeling
project, be mindful to only refer subcontractors that you
have personally worked with and trust, and always charge a
referral fee!
I
f it's not going to
be your best, let
somebody else make the mess.
