Getting Sellers to Listen

Real Estate Agent with Keller Williams - Exton

As 2009 comes to a close, I think there is alot of value in sitting down with Sellers  whose listings haven't Sold.  Showing them what has sold successfully and WHY is key, sharing the metrics for the activity the property is getting or not getting, and exposing them to he whole market picture is an important part of our job.  I believe that Sellers understand more about coming down in price than they let on.  The key I've found is presenting a strong case that 1 - I am knowledgeable about the market and what is going on and 2 - this is the way to be successful and accomplish their goals and move forward.  Often I think we go to a seller and say, "your house hasn't sold we need to drop the price" but we don't give them enough WHY.  I've found that the more information I bring along and the better presented it is, more often we come to a joint price reduction decision.  There is so much information out there that not only will you be able to work with Sellers better but doing the research to prepare for the meeting will leave you with a better understanding of your local marketplace as a whole.  Now is the time to prepare for 2010 strategy sessions with your Seller's, better to be proactive and go to them then wait for them to call unhappy because their property hasn't sold!

Comments (4)

Gerry Michaels
Glasswork Media Arts - Gettysburg, PA
GettysburgGerry Social Meida

being realistic and honest with sellers and buyers is totally important, Good post

Dec 28, 2009 12:07 AM
Diane Williams
Pell City, AL

You are correct we have to be proactive because if they come to you first, they think you aren't doing your job.

Dec 28, 2009 12:20 AM
J Perrin Cornell
Coldwell Banker Cascade Real Estate - Wenatchee, WA

I agree with your post except why now??? Why not earlier and often? tart at listing...sometimes you just have to say no. Then WEEKLY contacts and monthly reviews.... sure it takes time and sometimes hurts to say we don't know or were wrong...but clients deserve it and repeaat clients are built on it... or job is to representour clients and sell real estate not to inventory it!

All too many agents follow the 3 P's...Put up a sign, Place an ad and Pray. You can't operate that way with any success!

Dec 28, 2009 12:22 AM
Stoner Christine
Keller Williams - Exton - Glenmoore, PA

I agree with all of you and Perrin that is so true about "why now"!  By doing the work throughout the listing and doing it often and regularly you take away alot of the "discomfort" in the process as you'll have a very strong relationship built with your Seller.  But, if you haven't been doing it that way then no time like the present to start - the new year gives you a wonderful jumping off spot to start the process and continue it throughout 2010!

Dec 28, 2009 12:27 AM