Making a Great Website: Showcasing Past Sales

August 12 2019

What Do Your Past Sales Say About You (1)

By Steven Reichenberg

If you are a successful real estate agent and you're still showcasing a list of past sales as your main evidence of success, it might be time to start thinking about taking the next step.

When you draw attention to the number of homes you've sold and the price range you typically work within, that can be appealing to potential clients within that price range. But what about potential clients whose homes are valued above the price range you're showcasing? Best-case scenario - they aren't impressed but contact you anyway. Worst-case scenario - they aren't impressed and look for a more experienced agent.

"When you create a narrative about yourself, always consider your end goal and the potential impact the narrative will have."

For those of you looking to create a better best-case scenario, I introduce you to the idea of showcasing "Success Stories" instead of the typical past sales data-dump.

What Are Success Stories?

In a nutshell, these are short stories that show how you went above and beyond for your client and how you added value as a real estate agent. Often times, if you can show how you add value and made a difference for your clients, the price-point becomes less important, allowing you the opportunity to close higher price-point clients.

Not sure where to start? Here are some ideas for your first Success Story

Home Renovations

How much did the renovation cost and how much did it increase the value of their home? This makes your value-add real by affixing a dollar amount to it.

Did you manage the project for your client? If you did, this creates another value-add where you saved your client time and [possibly dozens of] headaches.

What were some of the roadblocks you encountered during the home renovation? How did you break through the roadblocks? This illuminates how difficult a home renovation can be and gives transparency to just how much of a hand you had in making this successful for your client.

Getting Your Sellers More

Sometimes a home doesn't need a renovation, but it does need staging and professional photography. Compare the sale of this home to a similar home that sold with sub-par staging and photography. Did the house you helped stage sell for more? There's your value-add.

Don't just talk about the fact that you got them more, although that is important to mention. Explaining why you chose the staging furniture that you did to really show that you understand what you are doing for your clients.

Perhaps your seller received a low-ball offer, and you coached them to sit-tight, negotiate and wait for a better offer. Sometimes just waiting makes all the difference, and it takes a good real estate agent who knows what they are doing to tell a seller to wait when there is an offer on the table.

These are the stories that will set you apart and help you break into high price-point home sales.

If you need help structuring your website to showcase your success stories, please reach out to us. We'd love to help you reach the next level with your business.

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