After seeing hundreds of real estate agents give listing presentations I can tell you the top two questions that get asked of sellers are:
- Where are you going?
- When do you need to be there?
Great questions…but they only scratch the surface. Why is getting more information important to you? Because an unmotivated seller is going to list their house too high and not do any of the things you have recommended. Then they are going to yell at you because the house isn’t sold. In the meantime, you have paid for marketing, spent lots of time and energy. And worse of all really makes you emotionally unavailable for growing your listing business
So how can we avoid this pain? The secret lies in two questions.
- What would happen if your house sold quickly?
- What would happen if your house does not sell?
We are trying to understand if they will have any pain? In the first question if you hear answers like “that would be a problem for me” your warning signals should go up.
On the second question, if you hear the answer “I’ll wait until the next year”, you have a problem. The point here is to understand if this is a problem for your seller.
These two questions are part of a motivation study in the course Strategic Pricing Specialist. For more video blogs and a schedule of classes go to www.strategicpricingspecialist.com or for the on-demand video version of this class go to www.realtimelearn.com
Also, please like us and share with a colleague. And remember….it’s the learners of real estate that are the earners of real estate