Norm shares a story of a sales exchange in a men's clothing store and how a masterful salesperson had him spend twice his budget and feel great about it.
The same idea can be applied to your home sale. Ultimately, it's up to you and your agent to "paint a beautiful picture" for prospective buyers so they can see themselves enjoying your home, as theirs. If it's done properly they are likely to feel good about paying top-dollar for your home.
I went into a men's clothing store the other day to buy myself a new suit for an event that I've got coming up, and as I'm walking in the door, I'm thinking to myself, I'd sure like to get out of here without spending more than about $800, for a suit and a shirt and a tie, maybe.
And if you've ever been to a men's clothing store, that's maybe a little bit above average, you know that they employ the most awesome salespeople. I mean, they're good and they need to be. They have to be really creative to put together outfits that people feel good about, and they have to be really confident because they've got a ton of stuff to work with.
When I go to a men's clothing store and there's 300 suits to choose from and 500 shirts and 400 ties, I'm totally lost. I don't know where to begin. So, I need some help, putting that together and that's what these people are really good at.
So I approached this salesperson, tell her what it is that I'm looking for, and she immediately says to me, "I know exactly the suit that you should buy. It's gonna look fantastic on you."
And she reaches over to help me take off my coat and says, "Follow me."
She takes me over to this rack, shows me the suit and I love it immediately. It is beautiful.
She says, "Let's try the jacket on." And as she's putting the jacket on me, she says, "This is a bit of an investment piece," which you know means that it's more money than you thought you might be spending. But she puts it on me. And she's right, it fits me like a glove. It looks great on me. I look at the tag, 775 bucks. My budget's completely blown, but I like it, so I allow her to continue to take me down the rabbit hole and the next thing I know she's putting together this entire ensemble, basically painting this beautiful picture, with a shirt and a tie and a pocket square.
And then she says to me, "Do you have brown shoes, Norm?"
I said, "Yeah, I've got brown shoes."
"Are they oxblood brown?"
"Well no, they're tan."
"Just give me a minute," she says, and she wanders off.
She comes back a minute later. She's got a pair of shoes and a belt with her, and she insists that I put it on.
So I go to the dressing room, I put it on. And yeah, I feel great in the suit. It really is just what I'm looking for. And a couple of minutes later, I leave the store, having spent $1584.
But you know what, I'm feeling good about the purchase. I'm feeling excited about getting dressed and going to my event. I know that I'm gonna look bang!
But, you know, this is kind of the process that you need to take a home buyer through when you put your home up for sale. Most sellers aren't show-ready. They're living in their property. And you know, oftentimes we show up for a listing appointment, and the sellers like ready to go. They wanna get on the market tomorrow, but you know you really need to take the time to paint a beautiful picture for the buyer, so that they can easily see themselves living there, be excited about living there. Because most buyers, like me in the men's clothing store, they don't have what it takes to see the product as it might be. They just see it as it is today. And if it isn't looking great, most of them are just not gonna be interested in the property.
If this sounds a little complex and complicated to you, this is what we do, what we love to do. Feel free to reach out to me. I would be happy to give you some advice and tell you a bit about our process of how we get homes looking amazing.
TeamFisher.com hosted nearly a quarter of a million user sessions and displayed more than 1.2 million pages to our visitors in 2019. If you have a Saskatoon area home you'd like to sell, we know how to get people looking at your home. Reach out to me directly to engage our team and learn about our processes.
I’m always happy to answer your Saskatoon real estate questions. Reach out by voice or text at 306-241-6676 or email me at norm at teamfisher.com
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