Communication is key to selling your home

Communication is key to selling your home

Posted on June 8, 2011 by Gail Spada

Success is tied directly to one's ability to communicate effectively. Think about it: On every level, in both our personal and professional lives, our most satisfying and fulfilling achievements begin and end with clear communication.

I have found that correlation especially true in the real estate business. Plain-spoken communication is the foundation upon which we build relationships with our customers. Once we understand each other - our goals, our roles and how we can target our resources and talents - we are on our way to a successful real estate transaction.

Contrary to what some people may think, the most essential skill to be an effective communicator is not to be a good talker; it is to be a good listener.

That's why I listen very closely to our customers. I ask a lot of questions because hearing the answers helps me interpret the motivations and expectations of home sellers, and buyers, too. Some of my questions may seem to have obvious answers, but my philosophy is to assume nothing when listing a home for sale. It always is better to verify dozens of facts than it is to omit just one.

Here's a sampling of a few questions I might ask a seller:

• Have you listed this home, or another, for sale? What did you like or dislike about your experiences with those REALTORs®?

• How do you wish to stay in touch with me (i.e., email, telephone calls, texting, in-person visits)?

• What is your time frame for selling this home?

• Are you looking to buy a home, too? Do you need to sell this one before you buy another?

• Do you owe money on this property?

• Is the home in need of repairs? Have you made recent repairs?

• Have you reviewed the MLS info on my website to compare property prices?

On the other hand, being a strong communicator often requires "listening" to what customers are NOT SAYING. I expect to be asked a lot of questions, too, and if that is not happening, it is my responsibility to make sure the seller knows about my qualifications and the local housing market.

For example, these are a few questions I would hope home sellers would ask an agent with whom they are considering listing their home:

• How many listings do you (not the total in your office) have in your inventory?

• What is your (again, not the office's total) per-month closing average for the past calendar year?

• What is the average ratio between the listing price and the sale price in the Hernando County housing market?

• What is the average days-on-market for listings in Hernando County?

• Do you think home-staging is beneficial? If so, how many of your listings have you staged?

• Do you have your own website?

• Will you use social media like Facebook and Twitter to interact with potential buyers and other REALTORs®?

These questions barely scratch the surface of conversations in which a home seller and REALTOR® should engage. But it should give consumers a good idea of how effective communication can help sell your home, and why our TEAM never loses sight of the fact that this experience is ... all about YOU!

THE Gail Spada TEAM hopes you have found this information useful. Your feedback is encouraged. Until next time, please remember our pledge: When it comes to buying or selling property in Hernando County, we make sure ... it's all about YOU!

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THE Gail Spada TEAM hopes you have found this information useful. Your feedback is encouraged. Until next time, please remember our pledge: When it comes to buying or selling property in Hernando County, we make sure ... it's all about YOU!

About Gail Spada

Gail Spada's real estate career began 20 years ago when she attained her license as a New York State Certified Commercial Real Estate Appraiser. It didn't take long to discover her love for the industry. Gail has worked diligently to stay on top of her game, she is a Florida Licensed REALTOR® and has earned the following designations/certifications to include: GRI , ePRO, AHWD and SFR.

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