Best Practices

Homeowners are in the Driver’s Seat!

Happy young couple enjoying road trip in their white convertible while both looking at camera and smiling
Help potential sellers see how great they’ll look in the drivers seat!

Are you working a potential listing but they’re on the fence? We all know it’s a hot market. Pending home sales continued to rise in May and are now at their highest level in over nine years, according to the National Association of Realtors®. The average home was on the market for 40 days, but in Washington State 45% of homes were on the market less than 30 days.

Jeff Cohen, our resident training guru, shares these five tips for overcoming objections to win the listing:

  1. Utilize the Listing Presentation Props to demonstrate value of:  professional photography, samples of brochures/flyers, and Seller Listing Launch marketing materials.
  2. Discuss Multiple Offer Strategies: Create a plan on how to handle multiple offers with the client – Day One.
  3. Have a strategy (game plan) from start to finish; find the seller’s situation and goals – develop a plan that supports the end result.
  4. Don’t just talk about selling their home, discuss finding them their next home.
  5. Have the seller be market ready day one and be opportunistic with the back log of buyers.

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