AND SOMETIMES MORE THAN ONCE!
They care about the service, the communication, the education, and people putting their shoes on as they come through their home (which is the best). But now more then ever, they care about:
Hey, whatever your attitude = Half Full OR Half Empty, people are tightening their budgets.
It’s so important to break down those numbers at the begining. Help the seller understand, before things get going what their transaction costs might be. It’s all a guess anyway, but if you have realistic pricing the numbers shouldn’t be too far off. Do a high number at the begining, and then a low number too. There’s a solid spread of what your client may takeaway, or need to bring (depending on their situation), to settlement.
This is a great tool for you the agent as well. I’ve found it very helpful for me in revealing whether or not I’m on the same page with a client. If they took a HELOC out and spent all their money for other purposes. They used their gains in the house. They spent their equity before selling. That was their choice, not mine or yours. The numbers are what they are. Again, it’s an estimate. But as the professional, who does this for a living, don’t be afraid to stick to the numbers. Let them go to that other agent who’s desperate for listings. Let them sit on the market for 6 months, and come back to you. Don’t waste your time or energy with a client that’s not realistic, or ready to sell.
Agree with clients you want to work with. There are a lot of good people out there. Choose to work with the good ones. And show them you know how to use all the right tools to their benefit. They will choose you too! Everybody deserves to be Happy!
And if you’re behind the market and end up makeing “Price Improvements,” then do it all over again. Don’t get caught off guard. You represent your client. Do it right!
