Popping the Big One

(7th in a series - listing excellence)

Usually we are discussing a different type of marriage when we think of "popping the big one."  However, there does come a point in the listing process where the agent does need to ask the "big one."  My suggestion is for the question to go something like this:

Based on the information that you have received, do you feel that I am the right agent to help you market your property?

Remember all that has taken place in the excellent listing process to this point:

• the agent has asked great questions and knows the needs and motivations on the seller.
• the agent has toured the home and has decided that the home and the seller are a potential good marriage with their listing abilities.
• the seller knows the agent's marketing plan and something of their abilities and personality.

Now the seller needs to decide whether we all should proceed toward working together before we get to pricing the home correctly.

In this series of listing excellence both parties (the seller and the agent) most often mess up here.  The hiring of the most professional agent has absolutely nothing to do with the price.  The market sets the price.  If the decision is based on price, the likelihood of a win-win situation in this marriage is greatly reduced.

To be more direct - Agents, please stop telling sellers what they want to hear about the price of their home to get listings.  Sellers, please stop choosing agents based on how much they tell you they can get for your home.  The best marriages in real estate are the ones built on trust, care, and concern for both sides of this relationship.  If it is there, work with each other.  If not, one party or the other needs to decide that we might not be a good match.

Pricing is next and we're going to have fun with this!!

Comments

[Aaron Ivey]

hey man - great meeting you tonight at Stacy's bday party. hope that our paths cross again soon. peace.