Oahu Home Sales

Step #4: Advertise And Market Your Home For Maximum Exposure

I want to reveal four marketing secrets that can help you make thousands more profit from your home. And the first one is this…

Purchase Decisions Are Emotional, Not Logical

Think about that. People never buy homes because of logical reasons. If they did, one four bedroom, two bath home would sell just like any other. But they don’t.

They don’t because people discriminate by nature. One home will always appeal to them over another based on their DESIRES.

They buy homes because of the FEELINGS the home gives them. Nearly everyone buys a home thinking of the LIFESTYLE BENEFITS they’ll get by living there.

Lifestyle benefits are the memories of watching your children play in a safe area. While getting a good education at local schools. Where your home is decorated as an extension of your individual personality. Where you enjoy Sunday dinner with the family, and Thanksgiving reunions.

It’s the place where you relax in your favorite hammock on Saturday afternoon. The place where you can hold summer barbecues under the shade of a beautiful mango tree.

The place where you finally send your children off to college…and eventually off to live a life of their own.

Your house is NOT going to be evaluated as a “house.” It will be evaluated for its potential to become a HOME.

So it’s important to recognize and appeal to buyer’s EMOTIONS when marketing your home.

Now, the second marketing secret you need to know about marketing your home is this…

Buyers Are Looking For A Bargain

And looking for a bargain is again, subjective. What one person sees as a bargain, another may see as overpriced.

Nevertheless, you need to “position” your home as “priced right” in the market…another reason to do your homework when pricing your home.

If you price your home right, you can promote it as such. Buyers clearly respond to promotions that state “priced to sell,” “a unique bargain at this price,” “act now, won’t last long at this price.”

And getting as many buyers to respond is your goal, right?

The third marketing secret you need to know about is this…

Buyers Are Attracted To Affordability

Affordability appears the same as a “bargain,” but it’s not…

Affordability relates to how inexpensively someone can live in your home…more to do with FINANCING than anything else.

What have you done to make your home affordable? If you’re selling your home without a real estate agent, are you willing to carry back financing on your purchase price? How EASY will you make it for a buyer to buy your home?

And if you use a REALTOR®, they should put together several financing “packages” with a local mortgage lender. This will make the home appear special, and affordable to buyers.

The fourth and final marketing secret you need to know is this…

The Best Way To Motivate A Sale Is To Create URGENCY

Have you ever noticed the dynamics of a bidding war?

Buyers are scrambling like lunatics to put in the highest offer in order to get the home they desire. But what’s really happening is the bidding war takes on a momentum of its own.

In other words, the mere shortage of the home makes people frantically WANT it. People naturally value what’s in short supply…what they cannot readily have. And what more could a seller want than a bidding war on their home!

But did you know that you can create the very same dynamic with YOUR home?

Anytime you want to increase the value of your home, or the overall demand, CREATE A SHORTAGE.

A shortage can be limited time, limited supply, or limited financing. Anytime you create a limit, you motivate people to act.

Very few real estate agents know about this, yet it’s one of the most important elements of successful marketing.

Successful Marketing Of Your Home Requires A Complete, Systematic Approach

The four marketing secrets I mentioned above are very important. But to motivate a successful sale, you need to employ a systemized approach to marketing your home. There’s no ONE single method that will automatically make your home sell immediately.

Here’s a sampling of my 79 StepTop Dollar Marketing Plan I employ. You’re welcome to use any of these elements to market your home.

- Submit your home listing for exposure to over 10,000 active agents on Oahu via Multiple Listing Service databases.
- Present copies of your home listing to quality agents who each day work with bona fide buyers.
- Provide you with PROVEN professional advice on dressing your home to show exceptionally well, and to sell for the highest possible price.
- Create custom email publicity flyers about your home for personal distribution to top selling agents in the neighnorhood.
- Create a custom color flyer of features and lifestyle benefits of your home for use by cooperating agents showing your home.
- Maximize showing exposure through professional signage—ALSO specifically designed with proven strategies to motivate buyer calls.
- Enhance convenience of buyer viewing, yet maintaining security for you and your family by placing your home on a lockbox.
- Educate you and your buyers on the numerous financing plans to make buying your home EASY!
- Suggest constructive changes to your home to make it more appealing…and a higher-priced sale more likely to interested buyers. Many of my suggestions can capture up to $10 for every $1 invested.
- Keep you educated and up-to-date on listing and selling market conditions in your area.
- Update you on all activity regarding your home: agent showings, open house attendance, agent tours, sign inquiries, etc.
- Promote your home through websites available around the country..
- Ensure your home security by tracking all home showing agents.
- Follow-up on all agent showings to answer questions and motivate interested buyers to purchase your home.
- Ensure than any offers from buyers are pre-qualified and capable of closing on the purchase —saving you time and money from unqualified buyers.
- Actively represent YOU in contract negotiations with buyers to help get the highest selling price for your home, and minimize any stress incurred in selling your home.
- Coordinate escrow, financing, and closing activities on your behalf to ensure a smooth, hassle-free closing.
- Personally deliver your proceeds check at the closing of your home.

Stay tuned tomorrow for Part 6 of 8…..Aloha, Jon.

This entry was posted on Sunday, November 16th, 2008 at 12:07 am and is filed under For Sellers, Updates. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.