Hello Naples Friends,
There's been quite a shake up when it comes to which
Naples real estate agents are holding the listing lionshare of some of our favorite Naples neighborhoods and Naples lifestyle properties.
It's a tough competition to obtain and maintain the lionshare of anything and top listing positions in
Naples real estate is no stranger to volatility.
Chances are if you own a
Naples luxury property,
your business acumen is considerably higher than the typical
homeowner. A large majority of you are business owners or have made
your career doing lots of tasks similar to many of the aspects in which
real estate is related. Many of you have bought and sold many
properties and are no stranger to how the process works even if it's
orchestrated a little bit differently here than where you mainly
reside.
That doesn't prevent you from finding a sort of luxury in
the idea knowing that there's that one guy or girl who handles your
market exceptionally making your choice to list with that person an easy
decision...but not so fast.
Is the top agent in your neighborhood really the best?
As
an example I pulled the data of a very popular neighborhood in Naples.
Of the 7 properties that sold during this time line, one agent had the
listing on 4 of those properties that sold and 3 other listing agents
had a listing that sold. That is quite impressive. Let's see how the
stats compared:
Average market time for ring leader = 319 days
Average market time for 3 agents combined = 232
It took ring leader 39% more time to sell those listings than it did for the others.
Average list price to sales price ratio for ring leader = 87%
Average list price to sales price ratio for 3 agents combined = 89%
Ok, so it took the ringleader 39% more time to negotiate 2% less of list price. WOW
The ringleader sold their own listing once out of the four properties and was not the selling agent on any of the other three.
Let's take a look at some logistics.
When agents manage an enormous amount of listings, clearly they can't do it alone.
Showings:
Most of you who want your
Naples property
listed by a rock star prefer for the agent to accompany all showings.
Sure, but during season, the ring leader simply can't be everywhere
every time. The solution?
- Get a team.
- Hire help.
- Refuse the showing.
That
third one is a downer but it happens all the time. There are a few
locations in town where I know if I don't have at least a 24 hour
notice...I will have trouble getting my buyer in the property based on
scheduling logistics alone. I also know when I schedule with one
particular ring leader they will have unlicensed staff showing the
property which means they are unable to answer every question my buyer
asks....probably not the best way to conduct business.
Open Houses:(wait
Shannon open houses are a waste of time and nobody ever buys property
at an open house. Really? Then why did I sell my listing at an open
house last weekend?)
What ring leaders do for open houses:
- Alternate
open houses between listings and talk about there other listings at
that open house. They may even close your open house to show your
competitors but they would do the same for you so it's ok. Right?
- Place
inexperienced, sometimes even unlicensed people on your open house so
they can still "hold your property open" but if anybody asks
questions...well, "I can call the listing agent (hope they answer) get
your phone number, email address and get back to you"...blah blah blah.
Probably not best business practice.
- Tell you what a big waste of time they are letting your property sit quietly unexposed.
In
all seriousness, it isn't the inability to answer questions that is the
big deal killer here. It the inability to close the deal. The
percentage of agents around the globe who actually ask for the business
at an open house is staggeringly low. My first Naples, Florida open
house experience was with one of the most successful agents in Naples.
We walked into her 4 million dollar listing and found her perched on a
20 dollar lawn chair, reading a newspaper. She raised her hand above the
paper and waved it around and said, "
take a look around". We toured the house and came back to the entry. She exclaimed, "
thanks for coming by".
We never saw her face. I thought to myself, ahhh this selling thing in
Naples is going to be easy...(admittedly, I was a little off on that
one). This is why I have hand selected and trained the help of
experienced and professional closers to host my open houses. They are
some of the best closers in the industry and you can also bet they know
the answers to the top 500 questions that could be asked on every
listing.
Advertising:
The easiest trick in
the book is to buy the listings in a market. Agents do this by throwing
literally hundereds and thousands of dollars at print marketing to
capture the hearts of sellers despite the fact that over 90% of home
buyers today use the Internet to find their property. Of that 90%, 47%
of those buyers found the exact home they purchased on the Internet
while 33% of them used an agent to find their property. (These stats
were taken from the National Association of REALTORS 2012 Profile of
Home Buyers and Sellers report). This has been going on for years but
the average consumer is completely unaware. If you want to expose your
property to the highest number of ready, willing and able buyers. You
MUST be seen on the Internet.
Negotiating:
I
possess one of the most comprehensive negotiating strategies in the
Naples real estate market. Some of what I know I learned through classes
and books. Some of what I know came from some of my best clients and
colleagues and some of what I adopted through bloody knuckle experience.
I hear stories all the time of how deals went south and that
unfortunately is what sometimes goes down. The agent you choose can
sometimes make or break your deal despite the fact that both the buyer
and the seller want it to happen. That's why it's imperative to know the
market, the agents in the market and the art of keeping your deal
together when that is the goal or believe it or not, blowing it up
because on some occasion that's the goal too.
Selling your
Naples luxury real estate will be a great deal more enjoyable simply by choosing the BEST person for the job.
I hope you'll consider using us. We will make it a great experience.
For more information on listing your
Naples luxury property or to set an appointment. Simply contact me direct.
Best Regards,
Shannon Lefevre, PA
Your Naples Smart Girl!
Shannon@shannon.com
239-595-6223
