Have you ever worked with a seller who was very emotional when selling their home? Perhaps they lived in the home for decades, raised a family there and have to sell because their spouse passed away. Maybe the seller had to put the home on the market when they lost their job. Or maybe they’re selling because they need to relocate for work. According to a study by Move Inc., 75.1% of homeowners say that their home defines who they are. No wonder many sellers become emotional when they put their home on the market—it’s like they’re selling a piece of themselves.
Being a professional means you are able to lead your clients through the selling process, creating happy and satisfied advocates for your business.
It’s all in the details
In order to deliver great service to your clients, you must know and understand their expectations. During your initial conversation with potential home sellers, ask great questions and take note of their answers. Ask questions, such as:
• How did you hear about me?
• How soon do you want to move?
• Why do you want to move or sell?
• Have you sold a home before? What was your experience like?
• What are your biggest concerns about selling your home?
Their responses to these questions will give you an idea of their level of motivation to move as well as any potential emotional roadblocks. Remember to take notes—not only will it help you remember what they tell you, it’ll also demonstrate your deep level of care and concern.
Pay attention to what is left unsaid
Be sure to tune into their tone and body language and listen for any hesitation when answering the above questions. Sellers list their homes for many reasons. While some may list because they need the space to accommodate a growing family, others may list because of a divorce or a change in financial status. Additionally, a seller may feel anxious about listing their home due to a previous negative real estate experience. Although these situations may present a challenge for some agents, a professional knows that this is their best opportunity to demonstrate experience and professionalism, and exceed the sellers’ expectations.
The listing presentation
The listing presentation is your time to present your plan for selling their home as well as display your character and competence as an agent. The Complete Home Marketing Plan was developed to help you do this. When you meet with the sellers, establish respect and explain that while they’re interviewing you, you’re interviewing them to see if they’re a good fit for your business.
Whether the sellers ask you directly or not, throughout their contact with you, they are thinking:
1. Can I trust you?
2. What do you do that others don’t?
3. What will you do to sell my home?
The best way to establish trust is through consistent communication. If you keep your sellers in the loop, you’ll instill trust and have happy clients. Luckily Referral Maker™ real estate CRM software makes communicating with your sellers easy with the Seller Nurturing Template, which allows you to create a marketing campaign geared specifically to sellers. Click here to learn more and to start using Referral Maker CRM software today!
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