When you go on a listing appointment, the most important job you have is to educate your potential client to ensure they understand the process and outline which parts of the selling process are your responsibility and which parts are their responsibility. It’s true they hired you to sell their home but you can’t do that alone. It is a joint effort between you as the listing agent and the home owners.
For most real estate agents, getting a new listing is a big deal. so they think they should acquire as many listings as they can. While it is true that you can’t sell the listing that isn’t yours, you also won’t sell the listing that is overpriced, shows poorly and hasn’t been taken care of. Here are three times you should say no thank you to the seller if they are not cooperating with your advice.
- When the seller won’t make the home show ready. This involves the house being spotless, well presented (significant decluttering may be necessary) and available when buyers want to view it.
- When the seller wants to price the home more than 5% above your suggested list price. Yes, we have all heard you need to leave room for negotiation but the homes that sell for the most money are the ones that are priced appropriately to start with.
- If the seller wants to hide something about the property, RUN. Not only could you get in trouble for this, it’s just wrong. Hiding a material fact about the property can put you and your real estate license at risk. Is one commission worth your entire career?
Many agents think they will eventually convince the seller to change their ways once feedback starts coming in pointing out the flaws of the prop
erty. While that occasionally happens, more often it doesn’t and from the moment you list the house, you are investing money and time in it as well as taking time away from yourself that you could be using to list a home for sellers that will take your advice and make their home ready to show.
The Ultimate Expired Listing System Webinar
Are you ready to get serious about working the Expired’s in your market? Are you ready to start building your inventory and put more money in the bank? I bet you are! I have been asked many of times to do a webinar for agents who struggle with the Expired Listing process, so coming in May I will be hosting a Workshop to take you through my Expired Listing System that has been a huge success for many top agents. If you would like to be the first notified just click on the link below and you will automatically go into my private list to receive the first announcement.
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Are you realizing you need to tighten up your business strategies? Here at Kim Hughes & Company we are the experts when it comes to working real estate agents with start-ups, re-organizing, marketing, transaction management and so much more. Visit us at Kim Hughes and Company to download our free Real Estate Checklist. We will show you how to become a powerhouse agent so schedule a 20 minute complimentary call with Kim today and let’s get you organized and create some amazing strategies for your business.
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