Far too often real estate agents are so excited to be on a listing appointment that they forget what they are there to do.
The Seller Should Hear It From You
Yes, listings are great to have. They can be the cornerstone of a successful real estate agent, but the listing presentation is the time to decide whether or not you really want to take on the property and the seller as a client. One important thing you want to do while at the listing appointment is to let the seller know what’s good about the property, as well as what issues a buyer might have with the property. I like to bring up these issues at the listing presentation because I want the seller to hear them from me first. Why? So when I talk to them about the feedback I’ve received from showing agents, it’s not the first time they are hearing it.
Issues the Buyer May Have
Typical issues a buyer might have with a property that the seller, in most cases cannot control include:
- Small yard
- Small bedrooms
- Old kitchen and bathrooms
- Only one bathroom
- No half bathroom on the first floor
- Only two bedrooms upstairs (and one on the first floor)
- Unique floor plan
- Busy street
- Across from a school, park or apartment complex
- High condo fee
- No elevator
- No parking
- No pets
Be Upfront With The Seller
Depending on your market and the neighborhood comparables, you may need to adjust the pricing to reflect these issues. Although the seller will find someone that will buy their property, there will be a segment of the market that is turned off by some of these things. I have found it to be much easier to call a seller with feedback when I have addressed issues that a buyer may not appreciate. When you call you simply tell the seller, “it’s nothing you can change, they didn’t like the “x” or “it’s something we already talked about”.
The Seller Should Hear It From You First
It’s much better for the seller to hear it from you early on in the process, than to hear you deliver it after talking to another agent. Isn’t this why they are paying you? Don’t just be happy to be there, deliver the good news as well as the not so good news so your seller will know upfront what challenges they may face when selling their property.
Enjoy less stress by having smoother transactions by implementing these simple strategies today!
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As an active Realtor licensed in three jurisdictions, I approach real estate training from a different perspective. With over 18 years in the real estate business, I teach agents what it’s really like to be a real estate agent.