My sellers refuse to come into the office for the marketing presentation.  Their comment is:  “every other broker is willing to come to our home.” 

Let’s start by reminding the seller that hiring a broker to market their important investment is a serious business decision.   If they were in need of a doctor or an accountant, would they be going to their office?  Of course!  So why shouldn’t they be coming to you as a real estate professional! 

Start your conversation by explaining that your presentation in the office  is one of your key points of differentiation between you and your competition.   When the sellers meet you at your office you have all your tools and data at your fingertips should additional information be needed.  It’s also an opportunity for the sellers to see your office environment, to see what they are paying for! 

When you make your presentation in the  seller’s  home there are often times many distractions, and we need to minimize those interruptions. If they can pay a babysitter to go to dinner and a movie, then they can pay to meet with the person who can make an impact on their financial future. 

Take the seller out of their emotional surroundings and bring them into your business environment to conduct your presentation.  It makes business sense!

If my house doesn’t sell soon, I’ll offer a bonus to the buyer’s agent!

This is a classic statement that we hear from sellers in a depreciating market.  Sellers think that they can entice a buyer’s agent to show and sell their property by offering a bonus, BUT the agent is not the person buying the property!  The purchaser does not care about the agent’s bonus opportunity, they only care about what’s right for them!   If they see a great value and they fall in love with the house, they will buy!  We all know what the seller really needs to do to sell his or her home … reposition the price.  So tell them to save those enticement dollars and deduct it from the offering price and reposition to a number that will attract traffic.  Until we get energy, there will be no sale. 

Archived OnPoint Series

You want me to 'reduce' my house to an energy number...I expect you to reduce your commission as well
I am not ready to take this offer. I want to wait another week until the Sunday Public Open House
Why do I need a broker? This house will sell itself
I don't really understand what you are doing to sell my house
When we bought our house we got it for $20,000 under the asking price...
I can't sell my house for $X. I owe too much money...
We bought our house from an ad...
Trading up or down - when is the best time to buy?
I am selling my house for less than expected
My house is unique, very special, one of a kind
I should have sold my house sooner when the market was really hot
I don't have to take the first offer that comes along
I think I'll wait to sell my house in the spring
Why should I pay over the asking price?