By Akhigbe Dominic.M. Esq.,
TUE, AUGUST 22, 2017-theG&BJournal–Special Promotion. This item won’t always apply to your listing – but if (for whatever reason) your goal is to get a property sold FAST, this is your opportunity to give your readers that little extra “nudge” towards taking action. I always try to envision the typical buyer who is looking at my listing. In many cases they are very interested, but they need that extra little bump to pick up the phone and call me. Some examples of a “special promotion” could be any of the following:
- Offering Seller Financing on the property
- For a limited time, offering to pay for 100% of the buyer’s closing costs
- Offering to sell the property in the form of a lease purchase or rent-to-own
- For a limited time, offering a small discount from the listed price
Get creative with it! Feel free to add whatever incentive you think will open the door to more potential buyers (and of course, keep it within the confines of the law :). Just to give you a quick example, whenever I offer Seller Financing on my properties, I’ll say something like this:
Please note that this property is also available to purchase with optional Seller Financing. For a small down payment and monthly installments, you can own this property WITHOUT talking to a bank!
Closing Statement & Call To Action
This is where you wrap it up and tell your readers what to do. Don’t be afraid to ratchet up the sense of urgency and remind them of the very real possibility that this is the last chance they’ll ever have to buy this property.
Here’s an example:
This property is only available to the buyer who acts NOW. Stop reading and start calling:
Why are you still reading this?? CALL NOW!
There is a fine line between painting a positive word picture about your property and overselling/hyping your property. I know – I’m telling you to show off how great your property is and it can be tempting to overstate the “greatness” of it.
The fact is, most people know B.S. when they see it. If you come blasting out of the gate with claims about your property that are clearly embellished or just outright false, you’re not going to fool anyone. At best, you’ll seriously tarnish your reputation in your market and you might even create some new enemies along the way – so don’t go there.
The trick to selling is not to “trick” anyone. The goal is to be very clear about why your property is an amazing opportunity and if it’s communicated the right way (and if your asking price is in-line), you can help a lot of people “connect-the-dots” and realize that your property is exactly what they need.
The most successful sales people know how to convey this information seamlessly and effectively, all while catering to the emotional needs of their buyers. Don’t oversell it. Don’t make it into something it’s not. Just describe your property and it’s features in a way that will help buyers see the greatness of it. Help them to picture themselves in your property and come to the conclusion that it’s the best decision they can make.
…Additional Materials from Seth Williams
Akhigbe Dominic.M. Esq., /Property Law Expert/CEO, H.I.E Properties & Homes Ltd/SENIOR STRATEGIC PARTNER, PropertyLogic Incorporated/Seasoned Business Coach/Columnist of The BusinessDay/Contributing Editor, govandbusinessjournal.com.ng