Selling Real Estate in SW Florida Gets a New Sales Alphabet. Today, selling real estate in SW Florida (or Kalamazoo, for that matter) has been transformed in important ways. In others, it’s remained pretty much as it was 50 years ago. Let’s start with the changes:
- The buyers’ ability to identify properties has undergone a revolution. Fifty years ago, the process of hunting for and comparing available homes was constrained by the availability of information. Selling real estate in SW Florida involved getting the word out, largely through printed media. Newspaper and magazine advertisements drove buyers’ awareness—or else the agent’s Xeroxed listing sheets. That was about it (in addition to driving around, looking for ‘For Sale’ signs).
- Buyer’s ability to readily compare homes has likewise been vastly improved. ‘Vastly improved’ is an understatement: anyone selling SW Florida real estate today knows that their listing will be instantly available online, including a wealth of detail formerly only availableto interested buyers who obtained a copy of the listing sheet. Now it’s all there on their laptop or smart phone screen, side-by-side with every other comparable property’s. When the drill-down data (items like ‘cost per square foot’ ‘projected mortgage payment’) is instantly available for side-by-side comparisons, selling real estate without being able to demonstrate genuine value is an impossibility.
- Today financial visibility—in terms of the viability of a proposed purchase—is no longer anything like the mystery it was in times past. The process of filling out a mortgage application and having to wait interminably for the bankers’ next questions has yielded to the realities of a considerably more competitive arena. Online rate ‘locks’ can actually happen (although the actual verification of same remains a process subject to the more traditional pace).
These fundamental shifts in the buying and selling of SW Florida real estate make the whole process much more efficient for buyers and sellers. By improving the ease and likelihood of making the best match for each, it also builds buyer confidence through transparency.
Of course, there still are elements that remain largely unchanged. One is the need for sellers to document and put forward their property’s selling points above and beyond their listing’s spare mechanical data points…that is, to bring creative marketing experience to the table. Selling real estate, like every other kind of selling, is at its best when it connects with buyers by firing their imaginations in positive and uplifting ways. Another is the continuing need to make sure all the documentation is letter-perfect: i’s dotted and t’s crossed.
Selling Real Estate in SW Florida Gets a New Sales Alphabet. There once was an adage about the ABC’s of selling: “Always Be Closing!” Today, making SW Florida real estate transactions happen isn’t about bringing pressure to bear on anyone! It’s supplying the service of aiding and abetting our newly transparent marketplace. My own “ABC” works out to be more like, “Always Be Contributing!”—a corny way of saying my job is to help SW Florida’s buyers and sellers make the best match reliably and effortlessly. The first step is to give me a call!