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Secrets To Seller Counselling During Market Shift
We are beginning to see a shift in many real estate markets across North America. The importance of knowing how to counsel a seller through a changing market is something many Realtors© need to learn how to do properly. As the homes begin to take longer to sell, activity lowers and the competition increases the importance of a consistent process managing listings and sellers is key. Let’s look at this 10 step process and begin to manage our listings and sellers expectations before they consider firing us.
How to Counsel Home Sellers in Market Shift#1 – HOT BUTTONS, You Must Know What Your Seller’s Hot Button Is. The only thing that moves their emotional meter is the avoidance of pain - What are they running from? Or the gain of pleasure - What are they running to? Take the time to question them 7 questions deep to identify their hot button. “Why do you want to sell?” “So why is that so important?”...... Identify the hot button and remind them of the outcome if they chose.
#2 – CREATE A PROCESS, "wing it" and get "wing it results". Implement a plan to manage the sellers expectations. The most powerful way to manage their ... more

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