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Nobody is going to buy a single-family home without seeing it first, and no one is going to see a property until it is introduced to them. Selling a home for the best possible price in a reasonable period of time is still a seller's number one concern. The optimum is to find a buyer that is so perfectly matched to the property that they are willing to pay for the improvements that the owner has carefully provided. Certainly a buyer that is indifferent about owning a swimming pool is not the buyer that will pay extra for such an improvement. On the other hand, the buyer seeking a swimming pool and a lush landscaped yard, for example, is more likely to compensate the owner adequately. If it is a fact that the buyer who appreciates the amenities most is the most likely to pay the best price, then how do we find such a buyer? The answer is exposure! There is no doubt that many buyers will purchase a home with a pool or with a sound studio or with a projection room or a detached home office. The buyer who will pay the most has a special need for such amenities. The better the exposure and the more intense the search for such a perfect buyer, the better the chance of producing such a buyer. An agent looking out for a seller's needs will look hard to find that perfect buyer by spending extra time networking with past clients, CPAs, attorneys and business managers to find the right match. By enthusiastically pitching the property at the weekly office meeting, promoting it on office link, on the lnternet. and to various agents dealing with corporate clients and relocation clients, the search continues uninterrupted. Agents who are truly focused never stop no matter where they are. They are ready to talk about their listing at a social event, cocktail party, barber shop, nail salon, health club or in line at the grocery store. Last year I personally connected with a buyer on an airplane coming back from a convention in Scottsdale, Arizona. I happened to hook up with an incoming client needing a four-bedroom home with a pool. Not only did I sell him a home, but since then I have received two referral clients whom I am currently representing. Some agents eat, breathe and sleep real estate. Those are generally the agents who are well connected. The word "connected" refers to "seller opportunities." When it comes to exposure, remember-- the better your home is publicized, the better the chance of finding the right buyer. Exposure goes far beyond advertising, but as important are personal contacts and networking.
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