That’s right we are professionals, you don’t see a doctor performing surgery without a patient consultation. Why would you even consider marketing a property without a proper consultation?

• Take adequate time – Sit, listen and learn and base your marketing strategy on the seller’s needs.  Be upfront, be direct and be really honest but more than anything listen and probe!
• Inform them – Of all the negative things that can happen, a true consultation is the good, the bad and the ugly.  This way if anything bad should happen the seller will not be so surprised and you will already be prepared with your backup marketing plan! People tend to be more understanding, when they UNDERSTAND THE ENTIRE SELLING PROCESS! Warn the seller, be ready for a bumpy ride it’s not over until they get their check!
• Kill the stereotype – We are not just sales people we transform lives. We unite many people together with the same goal in mind and that is to buy, sell or lease real estate. Our profession is important to our country.  Not only do we help buyers and sellers and landlords and tenants, we have always played a key role in society and the economy.  We will continue to do so only if the public demands it.  The only way to kill the stereotype, “Talk the talk and walk the walk, live by the GOLDEN RULE!
• Demand total cooperation - It doesn’t mean it has to be your way, everyone must do their part!  We are dealing with people, understand that flexibility is a must. Your primary function is to market the property to everyone and anyone. Make sure your marketing efforts will not be wasted because of the seller’s expectations.
• If they do not need to sell, don’t list it – Have the guts to walk away. Run from the overpriced listings.   Imagine if each real estate professional in the country made a personal promise to themselves not to take overpriced listings and actually did it, how quickly our real estate inventory would dwindle down.  We tend to commend people for not taking overpriced listings but the bottom line is “It’s our job!”
• Stick with what you know -  If you do not specialize in the type of service that they need, refer it out!  This is not the time to experiment on a seller, there are just too many properties on the market today. Put yourself in their shoes!  How would you feel if I was your agent on your pre-foreclosure property and had no experience in doing so?  Scary.
• Do your homework and present the facts -  Make a commitment to list a property based on the facts.  I definitely do not want to be known as the “nice agent” who could not sell the house.  I would rather be known as the Serious Marketing Expert, who got the job done.
• Realize many seller’s will not be happy – It’s our job to remind them what their mission is, that means respect how they feel but keep them moving toward to their new destination.
• Be highly involved throughout the selling process - Keep in touch.  A transaction changes hour by hour, remember you’re a team, so when someone drops the ball, pick it up and pass it to the next team-mate, that means get rid of the “It ain’t my job man!” mentality.  Your job is to get the seller where they need to be, that means, get over the lazy mortgage broker or that “bad, bad other real estate agent,” do what needs to get done to get one step closer to another successful closing.  The way you treat today’s business will have a direct impact on your future business.

Remember that sellers are looking for leadership.   “Walk the walk, talk the talk!” and lead by example. Remind them why they hired you in the first place…..

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