How to select a listing agent to sell your home

How to select a listing agent to sell your home

By Emilio DiSpirito, Realtor (Questions? emiliodiv@gmail.com)

When selling your home, if you do not have a direct referral from a friend or family who has used a specific Realtor, what do you do to find the best-qualified agent to sell your home?

In this blog we will uncover the best tips to find, interview and select the right agent to assist you in getting the highest sales price in the least amount of time! Please feel free to leave any comments that you feel can help our readers!

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Finding & Scheduling Realtors to Interview

Tip #1 Interview 3 agents!

Tip #2 Where to find agents?

• Do you continually see the same team/agent on signs in your area? Start there!
• Google "Realtor Reviews "Rhode Island" (or your states name spelled out!)
• Skip over the ads as they will lead you to sites that randomly connect you with agents.
• Skim through reviews to make sure they are from actual clients and not colleagues, friends, and family. Make sure agent has many reviews. 

Tip # 3 Contact the 3 agents you have selected via phone call. If they do not pick up, leave a message. 

• This will show you how responsive the agent is! Keep in mind you want a Realtor who sells a lot of homes and they may be with clients. Give them half a day on initial contact before giving up on them! 

Tip # 4 Pick one or two days and scatter your interviews. Give each agent at least 2.5 hours to walk through the home with you and to go over market numbers and strategy. 

What to look for and ask real estate agent during the interview 

Tip # 5 Be observant! Look for signs that this agent has your best interest!

• Does agent listen during the walk through of the home or are they doing all the talking?
• Is agent making comments about the home? Asking questions about why you chose the home?
• If so, this agent is connecting the dots to understand why you purchased the property so he/she knows how to sell it to buyers. 
• If not, do not disqualify agent, as they may have a different process. Ask them if that new heating system or new roof will add value to the home. See if they stutter or if they answer it directly. Stutter may indicate that the agent has low experience. 

Tip # 6 Don't be shy! This is a business transaction and you have 1 goal! To get the home sold at the highest price within a reasonable time period!

• Ask the agent where they rank in the state or county. If they can't answer, have them run numbers and send you a report. If they do not know how.. You may want to think before using a Realtor that does not know how to use the MLS (Multi Listings Service - software Realtors use to advertise your home to the world). 
• Ranking report should look something like Exhibit A
• Ask if the agent is FULL TIME!! A part time agent will not be able to field all the calls, invest the proper money or time in the marketing. The service, support, and experience will indeed be sub par compared to a seasoned full-time Realtor.
• Ask if the Realtor is part of a team or a solo agent.
• With nearly 200 steps in the transaction, you want someone who has the support staff that can handle all the moving parts!

EXHIBIT A : THIS IS THE TOP 10 TEAMS/AGENTS FOR SINGLE FAMILY HOMES UNITS SOLD IN RHODE ISLAND FOR 2017. #3 IS NOT AN AGENT BUT A GROUP OF RANDOM AGENTS THAT DO NOT HAVE ACCESS TO MLS. THEY ARE DISQUALIFIED AND EACH AGENT BELOW IS MOVED UP SPACE. THE AGENT YOU ARE INTERVIEWING SHOULD BE ABLE TO SHOW YOU WHERE THEY RANK!

Tip# 7 Marketing - Ask agent for a list of exactly what they will do for marketing. Ask if there are any upfront charges to retain their services. 

Tip # 8 Pricing - It's simple. Every home has a fair market value. Going with the agent "with the best price" and without any data supporting that price is the most ignorant thing you can do for yourself and your wallet. Homes that are overpriced get much less traffic and sell for less. "What about wiggle room for negotiations?" - Well.. would you rather have 17 buyers see your home or 2? Which one do you think will allow your home to sell for a higher price? It's a fact that homes listed at or slightly above/below (depending on area and local market conditions) of fair market value, will indeed sell at or above list price in the first 2 weeks on market on national average. 

For more information, please feel free to leave a comment below or email me direct emiliodiv@gmail.com!! Thanks! 

How A Mortgage Originator Can Obtain More Business From Realtors

How A Mortgage Originator Can Obtain More Business From Realtors

By Emilio DiSpirito Realtor/Team Leader/Radio Show Host/Disrupter

Just a couple of thoughts from the Other Side of The Table! 

Being a loan officer is NOT a Marathon, but a Tri-Athalon!!

You see a Marathon is what the unsuccessful in our industry do... THEY DON'T FOCUS on all 3 major components on a DAILY & REPETITIVE BASIS!

So what is the 'Mortgage Originator Tri-Athalon'?

• Prospect for NEW Business / Cultivate New Relationships
• Keep Current Clients Happy
• Stay up on Industry 

Sounds simple right? That is the formula!! So simple yet, we sometimes fall behind the 8 ball because we are our own worst enemies!! The successful loan officers closing 2+ million per month on a routine basis are doing all 3 of these things!!! 

I'm by no means here to tell you I have ALL the ANSWERS... NO! I am just trying to figure this out daily and am open to pointers! Here to share some POWERFUL INCITES that WILL RESULT in YOU CLOSING MORE BUSINESS!

1. Am I here for the long run? Do I APPEAR to be INVESTED my industry and do Realtors see me as stable? How am I perceived by my target audience in which I wish to cultivate relationships?
1. Think about that for a second? Almost like John F Kennedy's amazing speech which politicians should practice more now than ever - "Ask Not What Your Country Can Do For You, But What You Can Do For Your Country!" Same thing here.. What are you doing for your industry? How are you setting yourself apart and adding value?
2. Confidence. Do You Know What It Takes To Sell Real Estate? (youtube may show a quick commercial first.. stay tuned it's worth it!)
3. Set expectations - Set the tone, that you are the professional and you carry ALL the answers or can GET THEM!! Never lie and say you know what you don't... but promote your company as your TEAM and tell your prospect or your client that you WILL get them the answer they need!
4. WORK TWICE AS HARD - Get 3 to 4 x the results!! How can you work TWICE AS HARD? IT COULD NOT BE EASIER!! There are 2 agents involved in nearly 87% of all real estate transactions. Buyers agent and listing agent. 
1. As a value-add to your buyers agent and to get you in front of the listing agent:
1. Email listing agent pre-approval letter after discussing the offer with buyers agent. 
2. Call listing agent right after email and tell the listing agent why you confidently feel this buyer is perfect for their listing. 
3. Tell the listing agent what kind of homework you did to ensure they had a solid buyer. 
4. Build quick report - DO NOT SELL... Your report and follow up will sell you to them. Do this EVERYDAY... What do you think will happen?
5. CAR POOL WITH REALTORS 
1. TWO WORDS - Brokers Caravans! 
2. Also give yourself an edge by seeing the end product!
1. Refer buyers looking over to a listing agent that may have a product you have seen that your client may want!
6. WORK THE TELLERS!(if you work in a bank)
1. There is no better person in the bank that can drum up business for you.. Figure out a way to legally and ethically work and reward the tellers!!!
2. Find out who the sellers are coming into your bank - Refer them to a Realtor you are looking to prospect!! 
3. Most buyers are also... SELLERS!! Agents love working listings because listings will help agent (and you!!) retain more buyers!!
4. Tellers have sales quotas to meet in many cases - Make sure that you refer them business as well!! 
7. MARKETING CENTERS
1. Sponsor a video tour and pictures for an agent. Get your name and logo on video for pre-approval or offer a cool landing page with fun facts that the client will find value! Imagine this video, seen by Realtors and consumers with your name, number or website and logo on it.. Agent Guided Tour of 67 Beeckman Ave Cranston
1. Image Ten www.ImageTen.com does this best in RI, South Eastern MA and Eastern CT and is very reasonable. 
2. Promote the videos on facebook - "Boost" the video to a target audience with a landing page that will engage audience.. ultimately you gain SEO and they may contact you!! Either way.. you are showing so much value!!! Better yet.. boost the video and pics with an invite to the open house - SHOW UP! 
3. Put a yard sign on that listing!
4. Have your materials there at an open house as the "Go-To" person for mortgages!
8. MAKE SURE THEY RECEPRICATE! 
1. Make it known right away upon giving the agent the lead EXACTLY WHAT YOU WANT in return. 
1. Take business over coffee.. Face to face is vital but showing up at the closing or an open house is 10x more effective than JUST ANOTHER COFFEE DATE!

There is nothing more rewarding than helping someone else. Thank you for listening, please leave your comments below and please subscribe and follow us! 

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this advice is deemed reliable but not guaranteed. mortgage office, loan originator, etc. should check industry standards to ensure they are playing by the rules. this advice is from a realtor.. what do i know?!

7 Ways to Increase My Home Value

7 Ways to Increase My Homes Value

By Emilio DiSpirito Team Leader of The DiSpirito Team with HomeSmart Professionals Real Estate

Top 1% of agents in RI for sales and positive client feedback (Trulia.com 2014)

We are finally in a recovering housing market! Less foreclosures & short sales mean less people loosing homes, home prices increasing because of higher home values throughout and a healthier America. Good news right!?

Now don't get me wrong, if you bought during a high market like 2005 or 2006, you will not be able to sell your home for that same price.. about 9.9 out of 10 times!! With that said, one of the most common questions I get as a Realtor is "What can I do to increase my homes value?".

Each home is different. Never ever add more to your home than your neighborhood/location can support. For example, if your home is in a neighborhood and town where the average price is $150,000 and the average home is 3 beds 1 bath 1000 sq ft., you may not want to buy or build a 5 bed 4 bath 4,000 sq. ft. home. Now that's kind of far fetched you may think (it happens), but I strongly suggest to ask a real estate professional before you spend $30,000 remodeling the kitchen and baths for example.

While there is no exact list that will fit every home, here are some of the top items I recommend if you are looking to increase your homes value.

1.) Curb Appeal! 1st impressions are everything!! If the garage door is banged up or outdated.. Replace it!! Almost always it's the largest feature on a home! Your neighbors or prospective buyers eyes will always wander to it!! $650 to $3000

2.) Efficiency and Look!!! Replacement windows! High Efficiency replacement windows are one of the best ways to save on that energy bill and furthermore old drafty windows are not only an eye sore but a deterrent to potential buyers!! Your home will take on a whole new look with new windows! $250 + installed

3.) Maintenance Free Vinyl Siding! I remember painting my childhood home with my family one summer... It was about 90 degrees out and in the heat of July. We bought all the paint and when we applied the "mauve" paint.. we soon realized it was PINK!. Yes because my mother did not (and still does not today!) believe in wasting.. we had a white home with bright, loud, obnoxious pink shutters... Needless to say it was no surprise when selling that many buyers were not interested. Vinyl siding comes in very desirable and neutral colors. It makes your home look updated and is maintenance free! Not to mention it provides a level of insulation on your home!

4.) Welcome!! Steel Entry Door!! One of the most overlooked and crucial focal points to a home is the steel entry door!! A beautiful entry door is not only appealing but you can easily adjust colors on a steel door should you ever decide to change your homes look! Cold and hot air can creep through wood or old doors. Steel doors also provide better security.

5.) Install, refurbish or replace that wood deck! New England has lovely seasons!! Take advantage of extra living space for more than half of the year!! Friends, family, neighbors and if your selling, buyers will love the idea of outdoor relaxation!! If you have an existing deck, you can either replace old rotted wood with new planks or trex. If the wood is in good shape you can always treat it with stain to bring back the rich look! Makes a HUGE difference and costs so little!

6.) Internal expansion!! Take advantage of that attic or basement!! You can easily refinish many attics and turn them into a guest bed or office!! Transform the basement into a getaway! You can use the space in your homes lower level for a rec room, man cave, family room or bedroom! Limitless opportunities and one of the best ways to increase your homes value!

7.) Kitchen and Bathroom!! Sometimes its as simple as painting the cabinets and changing the hardware!! Inexpensive and ascetically astounding results! If your appliances are old and on their way out, replace them. Stainless steel is the fad and will provide your home with that modern look! As far as bathroom.. do you have one of those old plastic fan-folding shower curtains? Those are hideous and a breading ground for failure! Take that out right now and unscrew the tracking.. throw it in the trash and head to the hardware store and pick up an easy to install spring loaded bar.. add a shower curtain and wa-la! For larger improvements, you will want to check with a real estate professional to ensure it makes sense for your pocket.

There it is! Feel free to watch this segment here from my show, The Round Table Radio - Real Estate Simplified!

We welcome any feedback or requests for information!