Being up-front with our sellers

Education & Training with Sell with Soul

We real estate agents should have strong opinions. We should be willing and able to share these opinions with our clients, especially our seller clients. We are not hired for our looks, so to speak, rather we are hired because we are experts in the field of marketing, selling and closing the homes of those who honor us with their business.

What if you visited with an attorney who told you had a strong case when in fact, you didn't? Or if your physician told you that the little mole on your shoulder was nothing to be concerned about when indeed, it was pre-cancerous? If your CPA assured you that you were getting a tax refund when in fact you owed $5,463.75?

While you might leave your doctor's, lawyer's or accountant's office in a good mood, that good mood would fade once you realized that you were misled. You would self-righteously proclaim that these professionals lied to you! Or that they were incompetent! Or that they didn't have the balls to tell you the truth... and you might be right.

It's the same in our industry. When sellers talk to us about selling their home, they deserve to know the truth. Even if the truth is difficult to hear...even if it's ugly. Our job is not to make friends with our clients because we tell them what they want to hear, no, unfortunately, our job is to tell them the cold hard facts.

... to be continued ...

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copyright Jennifer Allan 2007

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Christopher Karalis
Orange County Capital Mortgage - Laguna Niguel, CA
I like the logo SELL WITH SOUL!!!
Feb 03, 2007 03:42 AM #1
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

Jennifer: I absolutely agree with you. Sometimes, the truth can be ugly. And we owe them that much to tell them that.


Feb 03, 2007 10:57 AM #2
David & Lisa Webber
RE/MAX Executive - Crofton, MD
I agree 100%.  We have lost listings to people who have chosen to flat out lie to potential clients, but I refuse to do that.  Honesty first, integrity is my top priority and I can sleep well at night!
Dec 17, 2007 07:57 AM #3
Ricky Bruni
Keller Williams Realty - Birmingham, AL

The bane of our business is agents with that terminal disease known as "tell-you-what-you-want-to-hear-itis".  I recently researched 3 alleged mega agents in my MLS (the ones whose signs you see everywhere) and discovered that their exp/WD/cancelled ratio to sales was outrageously high. It is like sellers have become brainwashed to believe an agent with 30 listing is the best and will give them the most attention. I don't know about you, but there is no way I could manage (even with a small team) that many listings at one time (and in fact would really prefer not too).

I have read several of your books and most bdefinitely subscribe to your concept of soulful selling...keep up the good work.

Dec 17, 2007 08:50 AM #4
Robert Smith
Preview Properties, PC - - Brighton, MI
SRES, Search for Homes Brighton-Howell-SE Michigan
There are plenty of agents that will tell prospective clients anything to get their listing. I never understood that.  I've had people call me a year down the road and ask me to list their property because they remembered that I was up front with them, even if the truth was not pleasant.
Dec 17, 2007 09:43 AM #5
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
Part of being an exceptional real estate agent is TELLING THE BLESSED TRUTH! We aren't hired to say what "you wanna hear," we're hired to give sound advice. There's an agent in my market who has signs on every single street in her farm. 80% are overpriced, but she keeps getting more! Not the way I want to run my biz.
Dec 17, 2007 10:25 PM #6
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