How many times have you taken a listing for the seller to call you back to cancel you listing agreement? 

Or sit at the closing table waiting for the seller to show up and they never do? 

If either have happened, don't feel bad, I say "Welcome to Real Estate!"

(Boy, did I make mistakes early on in my career)  

Now let's take a step-back and review....

Seller + Prequalifying Questions = A saleable listing or Not!

As real estate professionals sometimes we are so hungry for listings, there are occassions we just take the listing and forget to ask the vital questions necessary to pre-qualify the seller. 

Yes just like a buyer, you should screen a seller. Even prequalifying a seller may not guarantee an easy time of it or a listing that will sell.  

Let's face it, increase your odds and ask those questions. 

If a seller does not have a need often times they are unrealistic. 

• With pricing
• With marketing
• With You

Midori is asking.....seller's please answer.....

• Is your property currently listed? 
• What is your property address?
• What do you think the property is worth?  How did you come up with that number?
• Who is on title with you?
• How long have you owned the property?
• What features attracted you to the house?
• When do you need to move by?
• Why are you selling?
• What are a few of the negatives about the property?  If any...
• What happens if your house does not sell?
• Have you sold a house before?  When?  Did you use a Realtor?
• Are you relocating?  Where?  Would you like me to connect you with a Realtor in that area?
• Do you have a mortgage? Balance?  2nd or equity line? Balance?  Are you current?  If not how many payments behind?
• Any pre-payment penalties?
• Are taxes and insurance included?  Flood Insurance?  Are you current?
• Leins on the property?
• Is there an HOA or Condo Association?  Any assessments?
• What I would like to do is stop by your house, do a CMA, when would the best time to come by with all the decision makers present?
• When I meet with you will you want to start marketing the property immediately?
• What are you specifically looking for in an agent?
• What are your expectations of an agent and your expectations of services?
• Are you interviewing other agents?
• Would you mind telling me who else you are interviewing?
• If I answer all your questions to your satisfaction, would you want me to start marketing it immediately?
• Is it possible to wait to make a decision before hiring an agent until you meet with you?
• Will you be using an attorney to assist in the sale?
• Is it possible to start rounding up documents such as POA, divorce decree, death certificate, Mortgage info, Title policy, Estate info? (if applicable)

One of the things about screening a seller, the more you ask, the more they will answer, it could evolve into another question that is not on the list. 

Keep that conversation flowing...listen...learn...Ask these questions...you decide...is the property marketable?

Will this seller have a chance to sell? 

Is the listing worth taking? 

Will I providing a true service if I take this listing and will all benefit? 

Now let's put it all together...and remember

Seller + Prequalifying Questions = A saleable listing or Not!