5 Tips For Working With Sellers (And To Help Your listing Sell Quickly & Smoothly!)

?You got a new client and you’re ready to place the listing on the MLS. But now you’re waiting on the sellers to have the house ready for pictures. Perhaps you can’t get them to remember the showing times, or maybe the home really needs a few updates to bring a fast sale. Having those conversations with your clients can be worse than dealing with the piles of waiting paperwork.

??In these five quick tips, we’ll look at ways to make working with your sellers just a little bit easier!

1. The Price is Right

??It’s important to have an honest and realistic conversation with your clients about setting the price for their home. Some people think that their house is worth more than it actually is; while others are in such a hurry to sell, that they might be willing to set it too low. Talk about their goals and needs. Ask questions. Be truly interested and you will get a clearer picture of their situation. Show them the comp prices. Give them an idea of what the market is doing in their area. Make certain that you communicate to them that you’re in their corner.

Example:

???“I totally understand how that price sounds right. It’s true that people can offer less and we can always drop the price later. But that can work against us in the long run, as it could cause the house to be on the market longer and turn off buyers when this could be the perfect place for them.”

2. Spic and Span

???Whether you’re getting ready for staging or simply preparing for your photographer, you can’t move forward until they have the house ready. And as we’ve seen time and time again a clean home will always sell more quickly. But telling your clients that their place needs some good elbow grease isn’t an easy task. But don’t put it off, as it will only be more difficult to broach later.?

?Example:

???“I understand you need this deal to happen soon and I really want you to get the best price possible. I will be getting this on the market right away. And while I’m doing that, here are a few things you can be doing to speed up the sale. We want the prospective buyers to be able to see themselves living here, so let’s try to make it resemble a brand new house - make the rooms look as empty and fresh as possible.”

And then have a list that you can give them! Try to make it as specific as possible without it being overwhelming. To encourage follow-through give it to them by saying, “Here’s a list I’ve made over the years - it's gotten a lot of sellers great results!”

????Extra tip!

???Give them a print and email copy of the list. But don’t make it just a white sheet of paper with black type. Make it fun - with designs and engaging colors (maybe even have reward ideas such as ‘go out to dinner’ as they accomplish each room.)

3. Let there be Light

??Shadows will only get in the way of a sale. No one wants to walk through a house with one hand on the wall, bumping into furniture, as they search for the light switch. Don’t neglect the power of sunlight in a room. If your seller has a tendency to keep all the shades and blinds closed, the time to mention it is as you walk through the home.?

Example:

???“Wow, great windows (or great view)!” Step over to the windows and actually look outside. “You know, let’s have the shades open whenever we do a showing - it would really help prospective buyers see how big this room really is.”

4. A Little Brush Up

???As a realtor, you know that a few small updates can go a long way: a freshly painted room in a neutral color, some new flowers by the walk, or modern light fixtures can do wonders. How can you recommend these to your clients without coming across as though you’re calling their style wild or dated? Make sure you’re always reinforcing that you’re on their side. Begin with a genuine compliment. Only then, suggest things that should be added or changed.?

Example:

????“Nice kitchen, lots of cabinet space. Buyers will love this. What do you think about adding some new hardware to the cabinets? I think it would really compliment the look in here; get buyer’s attention.”

5. Schedules and Showings

?????You’ve got some very interested buyers. But when you go to schedule a showing time with your client… well, it’s hard to find a time that works for them. Perhaps they’re still at the house when the buyers arrive.?Worse yet, they don’t have the home truly ready for a showing (dishes in the sink, dirty clothes on the floor, etc.). How can you communicate to them the importance of being flexible, on time, and having the home presentable if they want a contract??

?Approach them about a new showing with excitement; it can be contagious and help motivate their availability. Be sensitive to their situations. Be clear on the time. If the showing is several days away, send them a quick reminder the day before.?

???Example:

?????“Hi (client’s first name)! I just wanted to remind you of the showing we have coming up tomorrow, Friday, at 3:20. Fingers crossed that these are the perfect buyers we’ve been waiting for! Looking forward to celebrating the sale with you!”

???Top five takeaways? Be positive. Be clear. Be ready. Be honest. Be kind. It isn’t always easy. But you are a realtor - the planner, the one your client depends on, the problem solver. Through communication and a little creativity, you can help your client get their homes sold in a seamless transaction.?