Do you smell what your sellers are steppin' in? Do you drink their Kool Aid?  Or, am I the only agent who feels obligated to tell the truth? 

In the Northeast Florida MLS we have well over 20,000 listings.  I know we're all suffering from the decline in the market, but truthfully if you find a seller who doesn't want to face reality there are a ton of others who do. Do yourself and your sellers a favor, stick to the B.S. basics:  

1.  TELL THE TRUTH! Do you really want a listing for 6 months that you've invested your time and money and hasn't sold? They'll appreciate your honesty when you have the data to back it up.

2.  THE NUMBERS DON'T LIE....USE STATISTICS WHEN PRICING USING SOLD LISTINGS, NOT ACTIVE LISTINGS THAT HAVE BEEN ON THE MARKET FOR SIX MONTHS!  

3.  KEEP YOUR PRESENTATION SIMPLE AND EASY FOR SELLERS TO UNDERSTAND.  After all, they already know how bad the market really is, but they didn't realize it was THAT bad!   

4.  TAKE TIME WITH YOUR CUSTOMERS.  Now is the time to spend a little extra time with customers to help them understand the big picture.  Not only is inventory plentiful, especially in the Jacksonville, St. Augustine, Ponte Vedra, Florida markets, but across the country.  It isn't easy being a listing agent in a lot of markets right now.  

5.  REFER DIFFICULT CUSTOMERS.  Don't be afraid to pass off a difficult customer to a colleague who you don't like (just kidding).  No, really, pass off customers who need that extra time if you can't dedicate the patience and time to assist them.  

6.  ESTABLISH EXPECTATIONS of both yourself and the seller.  Be sure they know your marketing plan and timelines.  Remind them too that every showing appointment is an opportunity.   

7.  MLS SEARCH automation services offer instant email information to your sellers so they are aware of what is coming on the market so you don't have to update them daily on the market changes.   

8.  REMIND THEM OF THE PRICE WAR AND BEAUTY CONTEST. Sellers know what's going on, they just want someone to agree with them that their house is the best. Of course they do, its their house!  Just like you think your house is worth more than it is.  See advice #1.   

9.   DON'T ARGUE and don't get emotionally involved with your sellers.  They need your professional advice. We all have that seller who is desperate, but don't let sympathy cloud your judgment.    

10.  AGREE TO DISAGREE WITH SELLERS gracefully.  Those who have unrealistic expectations and who aren't willing to cooperate with a market you have no control over aren't going to listen to you.  Be nice, thank them for the opportunity to work with them, but move on.