Do You Teach Your Sellers How Not to be Their Own Worst Enemy

By
Real Estate Agent with Florida Supreme Realty SL514814

One of the quickest ways to self destruct your hard earned sale is by not teaching your Seller the simple rules of agency. Our efforts focus on getting the maximum return in the least amount of time for our clients. The concept has been used effectively for ages in all types of transactions involving sales. An intermediary removes a lot of the emotion involved with selling which affects both the giving and the getting of it.

The longer the client has lived in their home the more difficult the task of removing the emotional attachment. You see this when the prospect enters the house and Sellers immediately begin sizing up their worthiness. You hate to believe that judgment is instantly happening but it is. I am a proponent of not having a Seller remain during showings for this very reason. You've been hired to complete a simple task, don't let your "boss" undermine that responsibility. Your goal was made clear at the signing of the listing contract. How you achieve it is wholly in your command. 

The fewer hurdles placed in front of you the quicker your results will be. If you've done your homework well price, marketing and terms have been discussed thoroughly. All that is left to do is obtain and in some instances negotiate the offer. Who the buyer is should never enter into the equation except in very rare circumstances. I can count on one hand the number of times I've had to excude Buyers from a transaction and there's still room for at least one more.

A real estate sale is a means to an end where one party enters and another leaves the home. When done well everyone wins. It does not have to be antagonistic it should be celebrated. Associates are the end to the means by which their expertise can make or break the event. Adversity between Buyers Agents and Listing Agents has not been found to provide full benefit to either party in many cases. Both should look to the transaction to see the potential benefit and not necessarily the person. Does the offer meet the Seller's criteria for being acceptable? Is the property one which fulfills all of the Buyer's wants and needs? Take time to know your customer's upper and lower limits and negotiate from there. The understanding will always be that the Seller is negotiating away his home while a Buyer is attempting to get the best price on a house. Somewhere in the middle you'll find the value!

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Topic:
Real Estate Best Practices
Tags:
emotion
transaction brokerage
basics
negotiating
expertise
buying and selling
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Ambassador
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Anna Banana Kruchten - Phoenix Homes Sales
Phoenix Property Shoppe - Phoenix, AZ
603-380-4886

Kevin this is a great article.  Sellers sometimes do get in their own way. It's pretty easy to spot from the first day and if not addressed in a good way it can go sideways. Great tips!

Nov 06, 2015 07:26 AM #1
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Kevin- this is something that every listing agent should be discussing with their sellers. And go over it again and again. 

Nov 06, 2015 09:53 AM #2
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Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Anna, the kid gloves become part of the uniform in scenarios where there can be an abuse of collecting otherwise confidential information. It's always best to communicate through an associate than directly.

Kathy, this talk can be the one which needs the most attention when principals are present. There's being sociable and then there's giving away the farm. Responding through your agent is recommended at all times.

Nov 06, 2015 10:28 AM #3
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Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Most sellers take this advice very well Kevin.  But, then there are those that just know everything and insist on making very poor decisions.  Those are the tough ones.

Nov 06, 2015 08:46 PM #4
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Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Kevin. May we all keep thee objective in mind! Enjoy your day!  

Nov 06, 2015 09:40 PM #5
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Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Kevin, it's often difficult to make the seller understand that they don't have to love the people buying their home!  I try to get them into 'Business Transaction" mode from the get go.  It usually works.

Nov 07, 2015 12:56 AM #6
Rainmaker
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Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Gabe, you might say that I've been coming across those "buts" more often than not lately. With so many newer associates in the mix I thought I'd add a point or two for them to ponder.

Wayne, when you're the Captain it's never a good idea to have passengers standing while trying to drive the boat.

Patricia, a remark here or an innocent statement there seems to really flip the lid off of the proverbial can of worms. Realizing it's business and not personal sets the proper mood.

Nov 07, 2015 01:12 AM #7
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Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Kevin J. May This teaching might just  be the most important part of our job.

Nov 07, 2015 09:59 AM #8
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Toni Weidman
Sailwinds Realty - Trinity, FL
20+ Years Selling Homes in New Port Richey, FL

Kevin, I've seen sellers do this many times and I've seen agents antagonize each other and let the sellers and buyers know it.  My believe is that the deal is the important thing and getting to closing especially important. Keep the rest to yourself.

Nov 08, 2015 02:52 AM #9
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Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

It is sometimes astonishing how much information can be extracted with a few simple questions. Then again at times when no answers were needed Toni.

Nov 08, 2015 05:27 AM #10
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Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Great post Kevin. There is so much truth here and I have seen sellers do this many times. When they join the team then work can be done.

Nov 08, 2015 10:40 PM #11
Rainmaker
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Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Grasping the idea that we are on the same side opens a whole new perspective that brightens the entire process Debbie.

Nov 08, 2015 10:49 PM #12
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Kevin J. May

Serving the Treasure & Paradise Coasts of Florida
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