Where do you as the listing agent shine?

Real Estate Broker/Owner CA#01772851 HI#RB21268

When an owner of a home calls me to sell his property, it starts a flurry of activity. Each seller has his/her own goals as to what should happen with this sale, the most important being:

1. What the sales price will be.

2. How soon he wants it sold.

3.What does he have to do to get it on the market.

4. Wants me to guide him through the process.

5. Get it to closing.

With this information, we can sign a listing agreement between us and off I go to do my job as the "listing agent" representing him, the seller.

The seller, in my experience, doesn't want to know how you are going to do it, he just wants you to get it done.

But there are times when the seller is "shopping" for an agent. This process can stretch out and become very complicated. Obviously, the agent is doing his best to "sell" himself to the client-to-be to beat out the competition. In the end, the seller will chose someone either pretty arbitrarily or someone who has given him what he wants to hear. In this case it's not unheard of that the seller doesn't have total confidence in his agent and tries to micro-manage the sale.  

Some agents actually want to have the seller there every step of the way, hear about every phone call or email, tell him about every showing and what the comments were--all the while waiting for an offer to come in. They will tell them about every bit of marketing put into place and how many responses it's getting. And on and on.


Why should you agonize over all of this? Luckily, most of my clients either know me, have been referred to me, or have found me in some other way and have a preconceived trust that I can get it sold for them. And if it is a hard to sell property, I will tell them upfront so that there are no false expectations.

When does the seller need to be intimately involved? When the offers come in.

When my marketing has paid off and serious buyers are circling either directly or through their agent, that's when the seller and I strategize how to:

1. Get the best offers in.

2. Counter offer in a smart way.

3. Get the best deal accepted, into escrow, and closed.

This is where you want your listing agent to shine, to give excellent advice so that the outcome will make you, the seller, happy. Often the buyer's agent will come "fishing" for information. The seller and I strategize what I can say so that offers include some vital stuff important to him. It can be something simple such as a short or long closing or more important like the offer is not contingent on an appraisal or certain inspections. 

I am in a situation right now where we have at least two offers. In order to choose the better one,  we need to negotiate a bit back and forth to see which of them is willing to stretch, to stand out over the other. Yet not drive either one away!

And, in the end, it helps that the "winning" buyer is also a happy camper, even though he is not my fiduciary responsibility in California. It makes for a smooth and easy transaction that will be closed successfully.


Posted by

Hella Rothwell at Carmel Beach during Concours WeekCarmel-by-the-Sea Beach and Pebble Beach Golf Course California

Whether buying or selling oceanfront, oceanview, commercial or any type of real estate in Carmel, Pebble Beach, Pacific Grove, Monterey, Carmel Valley and Big Sur, I can help you. Call me and let's meet in my Carmel-by-the-Sea office in Su Vecino Court on Dolores between 5th & 6th.

Or we can just chat on the phone to discuss your real estate needs.

Are you out of the area? No problem, I often never even meet my clients. The whole transaction is handled long distance.

As an independent real estate broker licensed in California and Hawaii, I can represent you with residential real estate, commercial properties & investment opportunities.

For more information

www.HellaRothwell.com & www.RothwellRealty.com

& www.HellaHawaii.com

Member: National Association of REALTORS, California Association of REALTORS, Hawaii Association of REALTORS, Del Norte Association of REALTORS, Honolulu Board of REALTORS. Also MLS Listings in California.


Hella Mitschke Rothwell (R)

Real Estate Broker/Owner/Realtor®
Licensed in California #01772851 & Hawaii #RB-21268

Tel. 831-626-4000 

Fax 1-877-822-9332

ROTHWELL REALTY INC.: Su Vecino Court, Lincoln & Dolores between 5th & 6th, Carmel-by-the-Sea, CA 93921


MAILING: P.O. Box 4554, Carmel-by-the-Sea, CA 93921

Email: HellaRothwell@gmail.com

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Disclaimer: Hella Rothwell does not guarantee nor is in any way responsible for the accuracy of the information provided herein, and provides said information without warranties of any kind, either expressed or implied.


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Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

I have every confidence that you will do the right thing for your client while negotiating with these two parties.  Neither will walk, but one will be disappointed they do not get the property.

Mar 23, 2016 09:40 PM #1
Mark Don McInnes, Sandpoint
Sandpoint, ID
North Idaho Real Estate - 208-255.6227

Usually boils down to price and time, as you point out Hella.  Make it a great day.  Mark

PS - Your lovely beach shots are looking pretty darn good right now as this rain is beating on the roof as though a hammer.  Knew I should not have washed the car. 

Mar 23, 2016 09:46 PM #2
Joe Jackson
Keller Williams Capital Partners Realty - Columbus, OH
Clintonville and Central Ohio Real Estate Expert

Very good comments. thanks for sharing it with us..

Mar 23, 2016 09:53 PM #3
Kathryn Acciari
Century 21 Real Estate - Shrewsbury, MA
Brand Ambassador and Business Coach

Very interesting post! The sellers in my area always want to know what my marketing plan entails. The question is: What will you do that other agents don't? The unstated question is: You aren't just going to put it on MLS and disappear, are you? 

Mar 23, 2016 09:54 PM #4
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Hi Hella... I spend a lot of time with my seller clients making sure they understand what I do, why I do it, how I do it, and how it benefits them. I tell them up-front I want them to know what to expect before, during, and after the listing process. I get a lot of business this way and virtually never have someone ask me to cut my commission--they get why I charge what I charge because I'm so up-front right at the start.

Mar 23, 2016 09:55 PM #5
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Hella, each seller is different. Some do want to be intimately involved with each phone call and great detail on showings feedback. Others stand back and let you take care of all that. You just have to match their personality. Good communication is key.

Mar 23, 2016 10:40 PM #6
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

Good morning Hella. I know for sure, you will represent the best interest of your client, they were fortunate to have you be their agent.

Mar 23, 2016 10:53 PM #7
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Home and Condo Specialists

Yes, every seller is different...but the most important piece to the puzzle is to get it closed with the least amount of stress...And, CASH is king!

Mar 23, 2016 10:59 PM #8
Elizabeth Weintraub Sacramento Realtor Top 1%
RE/MAX Gold - Sacramento, CA
Put 40 years of experience to work for you

I'm like Nina Hollander . I give them the details and let them know how I am different, what I will do and how I will do it. They might not really understand everything I say, but it sounds impressive, LOL. And bottom line, I get results. If you don't tell them what you're doing to sell your home, they think you are doing nothing.

Mar 24, 2016 08:39 AM #9
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

When a seller calls my office I spend a good amount of time asking questions and preparing them for what they can expect when we actually meet for me to walk through the house, give them suggestions on preparing the house for listing, presenting my professional market analysis and what to have available in the event they are going to list with me when we meet.  The majority of the time they end up saying, "Let's get it listed. You are the one we want to work with."  I believe the bottom line is that it's all about relationship.  I spend enough time with them that they know if they want me to be their REALTOR.

Mar 24, 2016 02:12 PM #10
NextHome Realty Center - Cypress, TX
The 'Golden' Experience Team!

I also agree that all sellers are different.  My elderly folks don't want to know all the details--they are already overwhelmed by the process, the Baby Boomers, want the blow by blow and the younger ones just want it done so they can move on to their next purchase.  You make valid points about it eating up a lot of time and I do need to revaluate if I could set better expectations and ease up on my blow by blow details.  Thanks for the tip! 

Mar 24, 2016 10:40 PM #11
Anna Hatridge
R Gilliam Real Estate LLC - Farmington, MO
Missouri Realtor with R Gilliam Real Estate LLC

Each time I meet with a potential client I ask, what is the first thing you would like me to do to help you.  This lets me know right away what their expectation is and if I can meet their requirements.

Mar 25, 2016 12:51 AM #12
Craig Cooper
Chase International Real Estate - Tahoe City, CA
Creating-Preserving-Growing Wealth in Real Estate

Hella, I really enjoy the conversation about the asking price, the things that need to be done, and the 'how soon you want it sold' which tends to bring the seller to reality (or not) and sets the overall expectations for the seller and the listing broker. In Lake Tahoe we are almost exclusively a vacation and second home market. Because this is not their primary residence, sellers don't have an immediate need to move to another home, which can allow sellers the luxury of experimenting with their asking price, your time and your effort! With that said, we are almost always thankful to have a listing! 

Mar 25, 2016 04:09 PM #13
Lisa Von Domek
Lisa Von Domek Team - Dallas, TX
....Experience Isn't Expensive.... It's Priceless!

Hello Hella M. Rothwell, Broker/Realtor® 

I love the "fishing" and "stretching"...we are all used to those coming up in negotiations

Mar 26, 2016 03:32 AM #14
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

It seems that each seller wants something different...some want to be hand held the entire time; others just sign the paperwork and let you do the job; still others expect a lot of attention at all times.  Helpful I think to go out of your way to make the entire process easy and stress free as possible for the seller.

Mar 27, 2016 10:45 AM #15
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

I know you will do the very best for your client and advise him wisely. Your expertise provides you and him with the know how to get the very best offer possible.

Mar 29, 2016 08:31 AM #16
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Sadly I do not think most people know what to ask a listing agent, other than maybe price shop.  Both what home will sell for and what agent charges.  That makes it easy to fluff.  The agent just throws out stuff that sounds good but may not have anything to do with how well they can sell the home.

Apr 07, 2016 09:33 AM #17
LuxurySoCalRealty Compass San Diego
Compass - La Jolla, CA
San Diego Partner - The Private Client Network

Hi Hella, each seller is different some just want the job done others want to almost micro manage!

Apr 10, 2016 05:06 AM #18
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Hella M. Rothwell, Broker/Realtor®

Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea
How can I help you with Carmel, California real estate?