Prequalifying the listing appointment
Before going on a listing appointment you do not want to be surprised by anything. That is why it is sooo important to really prequalify the sellers. You always have to know why when and where. I am of the belief if you don't know those three items you shouldn't go.
•1. When you sell this house where are you moving to?
•2. How soon would you like to have your home sold.
•3. Why are you selling (the most important)? The why sometimes will dictate the when and where.
•4. How many agents are you interviewing?
•5. If you are interviewing more than one, how will you determine which is the right agent?
•6. Do you prefer to read something, talk to an agent?
•7. Do you need to consult with anyone else?
•8. What price do you want to list the home at?
•9. What price won't you go below?
•10. What if it won't sell for that price?
•11. Are you prepared to list the home?
•12. Are there any other decision makers?
•13. Will all the decision makers be there?
•14. What would prevent you from listing the home?
It is so much easier to know this before going. Sometimes you might not go, which is OK.
If their motivation is not high and they want more than it can sell for, do you want the listing?
I do not go on any appointment without an answer to. What price and are you prepared to list your home, will all the decision makers be there?
When a seller claims they don't know a price, they want you to tell them. I refuse to go. They have a price and I am not going to play spin the price wheel and hope I get it. Now there are circumstances that a seller may not know. For example an estate sale where the inheritors are from out of state and have no idea. Other than certain types of situation don't you believe for one minute they don't have a price in mind.
Or if they say that well my spouse is out of town and we want to get a head start, they will back on Thursday and I will tell them the info.
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