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Do Sellers Really Want to Hear About Us?

By
Real Estate Broker/Owner with Hamm Homes

Do Sellers Really Want to Hear About Us?

When we go on listing appointments, do the sellers really want to hear all about us?

They seem to have two things on their mind.

 How Much Can I Get For My Home?

  How Quickly Can I get My Home Sold?

We go in as Realtors and dazzle them with our presentations and market analysis.  We ramble on about all of our successes in the real estate industry and how we are the agents they should hire to list their homes.

My business partner, Belinda, always tells me not to talk so much and to listen to what they have to say.  She says people love to talk about themselves, and we should give the sellers a chance to tell us their story.

We have a great listing presentation that explains all about our services and what we have done in the past for other sellers.  We are usually very successful at listing appointments with a 90% conversion factor.  I am chasing the other 10% of sellers that get away from us.

I would love to hear the opinions of the ActiveRain members.  Do you think we should ZIP IT and let the sellers do more of the talking or should we DAZZLE them with a full blown dog and pony show?

dog and pony

Show All Comments
Belinda Spillman
Aspen Lane Real Estate Colorful Colorado - Aurora, CO
Colorado Living!

All I can say is ZIP IT Will.  Listen  More - Talk Less.

Mar 02, 2011 10:18 AM
Shannon Milligan, Richmond VA Real Estate Agent/Associate Broker
RVA Home Team - Richmond, VA
RVA Home Team - Winning with Integrity.

Depends on what kind of learner they are. Are they a visual learner? Are they a Do-er? Or, are they auditory/listeners? If they are auditory, tell them everything in detail, if they are do-er's, get to the point, and if they are visual, show all the pretty diagrams and such. That's my approach!

Mar 02, 2011 11:02 AM
Judith Parker
ProStead Realty - Charlotte, NC
CRS, GRI, CMRS, Charlotte, NC

Hi Will, I have to agree with Belinda.  It is not about us...we are there to find out their needs and motivation for selling.  Have a great evening.

Mar 02, 2011 11:15 AM
Roy Kelley
Retired - Gaithersburg, MD

The rule is not to sell past the close. If they are ready to sign the listing agreement, it is time to stop talking.

 Wishing for flowers in the garden.

Mar 03, 2011 05:07 AM
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate (435) 632-9374 - St. George, UT
St. George Utah Area Residential Sales Agent

Will, There's a lot to learn when they take charge of the conversation. Answer their questions simply and direct, offer opinions when asked. More listening, less talk is important.

Mar 03, 2011 05:15 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Thanks all for the comments, each seller is different.

Mar 03, 2011 05:34 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Will, I do think they need to know a little about us, especially if it is not a referral.     But, if you are talking to much, and they are glazing, change the subject!

Mar 04, 2011 01:15 AM
Joyce Godwin, Realtor, CRS
RE/MAX Elite Properties; Serving Cypress, Spring, Tomball, NW Houston - Houston, TX
RE/MAX Elite Properties

Will, I try to mostly listen, because I think what they really care about is getting their home sold.  Of course, I think you have to have some conversation about you too, but keeping it mostly about them and their home.

Mar 05, 2011 04:44 AM
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