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Who is Your Seller?
Oh, you're really going to love this one!  Is your seller a person who called in to your office?  Did they ask for you, in particular?  Was it an email correspondent?  How about, did they come to an open house that you held?  Were they referred to you by another Realtor, out-of-state or out of your demographic area?  Did they find you through your family or friends?  Did one of your present or past clients give them your name to call when they said they needed a good agent?
Which way that lead came in to you, makes a huge difference in the trust factor.  Having been in this profession for over 22 years, I can tell you, I have been contacted by sellers, in each one of these ways and several times.  If someone finds you through an ad, an open house, or a floor call, it makes your job much harder.  Are you in competition with other agents for this listing?  What tools do you offer to help that sale?  Are they willing to listen to your direction in the pricing and marketing?  You will need to build a relationship with this homeowner to accomplish a successful transaction.  You will ... more

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