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How To Obtain More Listings - Part 2 - Make Your Offer Valuable

There are thousands of real estate agents out there looking for listings.  They all claim the same thing - that they will give owners great service (sounds like some mortgage guys/gals I know... what for that post shortly).  It becomes a challenge to differentiate yourself from the competition because of the large numbers of competing agents.  Actually, it is not as much of a challenge as it may seem.  How much of the competition seems to stand out from each other?  If you have not seen them before, Greg Nino from Houston, TX offers some excellent examples of what NOT to do - Example 1 - How NOT to nail a listing and  Example 2 - Mr. Annoying.


With everyone offering a variation of the same thing - great service, discounts on commissions and/or free market analyses - it opens the door for you to come up with an offer that is unique and is more likely to help them sell the house.  The concept of uniqueness is important because it is tied to value.  If your offer is the same as everyone else's, it is not likely to seem valuable.

One such offer would be a free home warranty.  The home warranty cost the agent a few hundred dollars but is well worth it.  The home becomes more marketable because it offers security to potential buyers.  And the agent does not have to pay for the warranty unless the home sells - making it a no-risk investment.  Why offer to discount your commission for what could amount to several thousands of dollars when you can add value to the transaction for a few hundred dollars?

There are other offers that an agent can develop besides home warranties.  However, I thought this was an excellent example of an offer not carried by the typical agent that also adds value to the transaction.  It would be interesting to hear what other offers you have encountered or utilized when marketing for listings.  Sharing ideas, such as these, makes us all stronger in the long run.  What do you offer to your client that makes you stand out?

Based on some feedback below, there are a few additional items that are currently being used and has been found successful:

  • Listing Home Inspection - Provides value because this could delay the home sale if there are things that need to be fixed prior to selling the home.  It also leaves little room for the buyer to negotiate because any items that need to be addressed can be identified and fixed before the first offer comes in (great idea Jim).
  • Home Staging Consultation - This is a great idea because you are helping get the home ready for a 'buyer'.  Homeowners are very proud of what they have done to their home, but do not always decorate to a buyers taste.  A home stager will add additional value by ensuring certain areas are not filled with clutter and making other areas more appealing to sit and relax (great idea Karen).
  • Cleaning Service - Perhaps offer a cleaning service for those clients that are on the road a lot and may not be able to have the home cleaned prior to their next trip and your showing.  A cleaning service can come in once a week or so to ensure that things are kept tidy.  Remember that 'your clean' is not necessarily someone else's idea of clean.

I think I am going to dive right into my next post, but did not want to make this post too large.  Watch for the next post or SUBSCRIBE TO MY BLOG

Make every day successful!

John Cannata - Reliant Mortgage - Dallas, TX



Are you looking to purchase a Texas home?  Perhaps you love your Texas home but would be interested in refinancing your Texas mortgage to a lower interest rate?  

I'll help you get pre-approved for your Texas home loan and even suggest some very knowledgeable and professional Real Estate Agents in your area of choice.  If you are available to talk, I am available to listen.  Give me a call or visit my website for more details.

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John R Cannata    P#214.728.0449

NMLS # 322646

Texas Home Loan Expert

Frisco TX Mortgage



The views expressed on this site are mine alone and do not reflect the views of my employer.

Comment balloon 10 commentsJohn Cannata • August 18 2008 09:06PM


In our market, I have to say that a home warranty is very passe...

But one thing that doesn't seem to go out of style is GUARANTEES IN WRITING! 

Posted by Ron Tarvin, Broker, Katy, Houston, Cypress 77450,77494,77095 (Residential, Investment properties, rehab projects, property management, luxury homes, new construction!) almost 12 years ago

I've always found that listing appointments are about two things...popularity and's the agent who the people like, and who promise the sun moon and stars

Posted by Konnie Mac McCarthy, Broker/Owner - VA & MD "Time To Get A Move On!" (MacNificent Properties, LLC) almost 12 years ago

How about providing a "listing" home inspection for your sellers. Could be even more valuable than a warranty.

Posted by Jim Albano, Team - Jean-Marie Vantuno / Realtors North Jersey Real Estate (Prudential Damiano Realty ) almost 12 years ago

Hi John,

Tanks for the plug. Your a great person to be connected with in the Rain. All the best my friend.

Posted by Greg Nino, Houston, Texas (RE/MAX Compass, formerly RE/MAX WHP) almost 12 years ago

Hi John, I like the listing or pre-sale home inspection suggested by Jim. I'd add (shameless industry promotion once again) a home staging consultation as part of your listing package too.  I already work with several Realtors who for each of their new listings, sends me out to provide their client with a 2 hour walk thru consultation.  It's a team effort!

Posted by Karen Otto, Plano Home Staging, Dallas Home Staging, (Home Star Staging) almost 12 years ago

Ron - The home warranty may not be for you.  As long as you have something of value to bring to the table.  Does putting a guarantee in writing work for your clients?  Can you tell us the type of guarantee that you make?  I'd like to hear more.  Thanks for the comment.

Konnie - I certainly agree that its the agent that people like.  If you are popular and well known, that helps quite a bit when it comes to referrals and word of mouth.  So, how do you become the popular person in your area?'

Jim - That is a great idea!  I'm going to add that to the above.  Thanks for the feedback and suggestion.

Greg - No reason to thank me.  I use quotes and feedback that I find useful.  Your blogs are filled witn information and lots of great examples.

Karen - Another great idea.  Using a Home Stager is an excellent way to help a homeowner prepare to sell their home and get it to a point that attracts buyers.  Just like Jim's idea, I'll add your suggestion to the above.  Thank you for the feedback!

I hope you all have a great day!  Thanks for the comments.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 almost 12 years ago

I went to a sales meeting last week and my broker suggested to try the free home warrenty, I think I will try it out.

Posted by Bart Whitmore, Real Estate Agent (Keller Williams- Louisville) almost 12 years ago

Bart - Thank you for confirming that I am not making this stuff up.  Just Kidding.  I'd love to get your feedback on how it works out for you.  Thanks for the comment and Good Luck!

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 almost 12 years ago

As a new agent, I appreciate the great ideas. Thanks!

Posted by Dawn Isenhower (Sibcy Cline Realtors) almost 12 years ago

Dawn - I hope that you find it useful and implement some of the ideas into your daily,weekly,monthly routine.  And just like Bart, I'd like to get your feedback after you try something out.  Have a successful day!

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 almost 12 years ago