8 Things Sellers Should Expect from You as Their Listing Agent

By
Real Estate Agent with Solutions Real Estate CalBRE License #01490977
http://actvra.in/4Vs2

What Sellers Should Expect from You

as Their Listing Agent, Plus 1

 

While we may not always know all the expectations sellers may have – and there’s something to have a conversation about if they don’t share their expectations with you - there are certain things sellers deserve.

 

Shaking hands

 

Representation:

You are being hired to represent the homeowner and to act with “a fiduciary duty of utmost care, integrity, honesty and loyalty in dealings with the Seller” (from the California Agency document – yours might be different). Sound simple? Perhaps in theory but sometimes in practice it might not be, but don’t forget where your loyalty lies. And your interests? They should never come before those of the seller.

 

Reliable & Accurate Information about the Local Housing Market:

Sellers may think they know all about the local market conditions and what this means, but they don’t. We should, of course, provide detailed, reliable, and accurate information about the market as well as explain what this means for their situation so they understand the impact on potential time on the market, pricing, competition, and so on.

 

They may have read certain things about what is happening in the market but likely won’t understand the implications for their list price and the market’s possible reaction. And of course seller expectations about price gleaned from their own research, Zillow, neighbors, or well-meaning friends need to be confronted and addressed since they are commonly way off base.

 

reading market information online

 

The Truth, not Only What They Want or Hope to Hear:

Sellers might not like it, but they deserve to know the truth about the market, their house, the value of their property, the condition, and related matters. They expect results, not promises to get a price that is not realistic or is just a way of snaring the listing. And they may need honest guidance on how to best prepare the home for the market, or perhaps a staging consultation from another professional. And once the listing is live and there are no offers or feedback is not favorable, sellers may need a reality check.

 

This all goes hand in hand with representation and performing your role appropriately. It’s not always easy, since some sellers just don’t want to hear the truth, or believe it. That may impact a decision you have to make about the listing and the relationship.

 

Marketing Plan:

There are many strategies to marketing a property successfully and a reasonable expectation of a seller is to understand, in a detailed manner, what you are going to do to accomplish the goal of selling the home at the best price and in the shortest time.

 

Photos and Videos:

The bulk of home buyers are looking online at listing and their expectation is plenty of photos, inside and out. Our job is to deliver that. Top quality photos are essential these days to showcase your home and its best features, and attract the attention of buyers so they want to come see your home. If you include videos, they should, of course, be well done, too. We all know we are marketing a lifestyle, including the neighborhood, not just the seller’s house and they should be aware of all that we are doing on their behalf.

 

Communication:

It goes without saying that clear, honest and regular communication with the seller is essential. No doubt the seller has preferences about the form of communication they prefer…text, phone, voice mail, snail mail, email, skype/Facetime…just as you do and it makes sense to have a discussion around this. Lack of communication is one of the biggest complaints sellers have about listing agents and you certainly don’t want to be “one of those” agents they talk about at the dinner table or with friends as they bemoan the fact they hired you or wonder why they never hear from you!

 

Enthusiasm and Interest:

I imagine most sellers want to feel their listing is truly interested in their needs and goals, is listening carefully to them, and is excited about marketing their house.  If you come across as a ho hum agent they might interpret that to also mean ho hum marketing and lack of real interest in helping them. Thanks but we’re not interested might be their response.

 

Negotiating the Best Offer:

We all know it’s NOT just about price but terms and conditions as well; sellers may not realize that. First of all they need guidance on what to consider when evaluating an offer, with perhaps even more assistance if there are multiple offers. What should they do when the first offer comes in when they are not happy about it? Should they counter or not? Of course all this is ultimately their decision but some discussion so they understand their options, and the implications of different decisions, is in order.

 

Some negotiations may be fairly simple while others can be complicated and lengthy. The end goal is to find a win-win situation; we can hopefully help sellers not get bogged down in minuscule issues that can derail the process, keep focused on the larger goal, avoid emotional decisions if possible, and to decide when it might be time to say no.

 

And as a bonus, throughout the process there is the customer service – how we do things, when, anticipating issues, taking care of the little things, and more. Is YOUR service Gaspworthy?

close

Re-Blogged 6 times:

Re-Blogged By Re-Blogged At
  1. Tony and Suzanne Marriott, Associate Brokers 08/26/2016 10:11 PM
  2. Carla Muss-Jacobs, Principal Broker (503) 810-7192 08/27/2016 04:55 AM
  3. Kelly Turbeville 08/28/2016 05:19 AM
  4. Bob Crane 08/28/2016 04:52 PM
  5. Robert Vegas Bob Swetz 08/31/2016 11:28 AM
  6. David Wiggs 09/15/2016 03:54 AM
  7. Winston Heverly 12/03/2016 10:45 PM
Topic:
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Groups:
Active Rain Newbies
Certified Residential Specialists
SAN DIEGO Real Estate Agents & Loan Officers
Addicted to Active Rain
Advice for Sellers
Tags:
customer service
seller expectations
jeff dowler crs
things agents do for sellers

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Rainmaker
126,012
Janice Hope Zaltman LEED AP
Keller Williams Partners - Hollywood, FL

Setting expectation upfront is so important and if possible, in writing . Sellers forget what we said when emotions get involved. Better to be realistic about price in the beginning than take a listing that eats up your time and energy better spent with listings priced correctly.

Aug 31, 2016 11:01 AM #107
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Robert Vegas Bob Swetz
Realty ONE Group - Las Vegas, NV
Las Vegas Henderson Homes for Sale

OMG Jeff ... Look at all these comments, Bonus ;o)

Aug 31, 2016 11:21 AM #108
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Diana Dahlberg  - well that's a pretty nice compliment. Glad you like it and thought it made sense!

Dana Basiliere  - you are so right. It is NOT simple, if it were every agent would be doing a great job of it, and we know that is not the case.

Andreia Miguel  - thank YOU!

Jeff

Aug 31, 2016 01:13 PM #109
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Jackie Adams  - what a nice thing to say. I thought it all made sense but it's always nice to have positive feedback from others in our AR community!

Flavia Brown - true enough. But we can't help sellers get their due if they are overpriced or won't listen to advice, can we?!

Janine Boulay-Seibert  - I LOVE that...smoke and mirrors are for TV shows. This is NOT entertainment.

Thank you Teri Pacitto  That is so true

Jeff

Aug 31, 2016 01:17 PM #110
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Hi Annie Adjchavanich  - thank you!

Hey Jan Green  - well it's not MY word, but it works. Thank you!

Sharon Parisi  - thank you. No seller wants a lackluster listing agent IMO

Jon Quist  - I think they are generally pretty easy to spot!

Jeff

Aug 31, 2016 03:23 PM #111
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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John Wiley  - Excellent points!

Dave Rosenmarkle  - Thank you for the compliment!

Jeri Creson  - those are all essential pieces of the success story

Anna Hatridge  - it's a reasonable expectation of any listing agent, don't you think?

Jeff

Aug 31, 2016 03:27 PM #112
Rainer
342,425
Anna Hatridge
Goodson Realty - Bonne Terre, MO
Missouri Realtor with Goodson Realty

Jeff Dowler yes, I agree!  Wishing you a terrific Thursday!

Sep 01, 2016 12:34 AM #113
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Thank you Cindy Keil 

I appreciate the compliment Mary Sheridan What you've said is so true!

Carol Lynn Johnson  - sadly even some who work fulltime are not doing the hojb they should be

Jeff

Sep 01, 2016 01:10 AM #114
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi stacie chamberlin  - thank you so much!

I appreciate that Chris Lima  - glad you liked it!

Greg Mona  - I hope your conversation went well. It's a common issue we have to deal with

Jeff

Sep 01, 2016 06:00 AM #115
Anonymous
Dawnita Griffith

I have saved this in my email to read when had time. Glad I did.
Good reminder and will make sure I implement some points in my "sellers service pledge"

Sep 01, 2016 06:37 AM #116
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Mike McCann - Nebraska Farm Land Broker  - good point. I think it's true in any business

Terry McCarley  - sellers deserve so much better than that!

susan paige  - thank you so much

Jeff

Sep 01, 2016 08:57 AM #117
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Lyn Sims  - an excellent point. The truth has to be told no matter how hard it is

Thanks @Tabitha - glad you liked it

Jeff

Sep 01, 2016 08:59 AM #118
Rainmaker
130,629
Lesley Wilson-VanGoethem
Innovative Realty Solutions Group - Winter Springs, FL
Residential Real Estate Sales Specialist

Excellent points..  Love being reminded that the customer should EXPECT us to be the best we can be..  I try to always remember , bottom line it is about them,,, and we need to be honest even if it hurts their ego a bit

Sep 01, 2016 11:45 PM #119
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Vince Paparella  - I appreciate your sharing this!

Youree Lundy  - thank you so much

M.C. Dwyer  - why thank you. No arguments from me

Jeff

Sep 02, 2016 09:32 AM #120
Rainmaker
42,645
BARB KELLEY
NextHome Realty Center - Cypress, TX
The 'Golden' Experience Team!

Jeff, you nailed it!  I'm sharing it with the new agents in my office and it's a good reminder for all of us!  Thanks for sharing and congrats on your feature!  May you have a wonderful Labor Day weekend!

Sep 03, 2016 06:05 AM #121
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Ron Aguilar  - not quite sure I understand your comment. But, ironically, I do have degrees in Psych and that was a career prior to corporate Human Resources and real estate

Thanks Harrison K. Long  - I think we all know how important it is.

Jeff

Sep 04, 2016 01:36 AM #122
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Mary Hutchison, SRES, ABR  - I think that could be a good way to approach it. It certainly is true isn't it?

Thanks John Dotson  - what a nice compliment. It WOULD make things better, wouldn't it?

Jeff

Sep 04, 2016 02:01 AM #123
Rainmaker
894,408
Richard and Beth Witt
Long Island Cash Home Buyer - Massapequa, NY
Long Island Cash Home Buyer 516-330-6940

This post certainly did deserve a FEATURE... Congratulations!

I trained agents for over 37 years and I sure would have loved to have had this in my tool box... 

Oct 03, 2016 07:00 AM #124
Rainmaker
3,526,771
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Good morning, Jeff Dowler wow... I'm the last one at this party....how'd I miss this???  I've always been a listing agent and this is a narrative that says it all.... follow the path that you've laid out and you can't go wrong....

Dec 04, 2016 02:52 AM #125
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Jeff Dowler
Solutions Real Estate - Carlsbad, CA
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Thanks so much Barbara Todaro Coming from you that is a wonderful compliment indeed.

I have a marketing piece I share with potential sellers

Jeff

Dec 04, 2016 07:28 AM #126
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