This is the time of year where the expectations of many home sellers are very high. A dramatically wide range of emotions are experienced by those who have placed their home on the market. Euphoria for those whose homes are under contract, extreme disappointment for many others.
Client Input
I can recall a particular listing that I had years ago when I was just beginning to formulate a team. It had been on the market for about thirty days and the buyer activity had dropped substantially. I contacted the homeowner on a Friday to discuss the past week’s marketing effort, to review the feedback from recent showings and to discuss the upcoming weekend. As the conversation came to an end, the seller suggested that we reduce the price.
Impressionable Moment
The conversation was cause for pause. It was a moment that crystallized one of the key components to a realtor’s success in meeting his or her clients’ needs. Whether they know it or not, so much of the client’s satisfaction rides on the degree of their motivation.
The Best Time To Sell
Potential clients will often ask me, “When is the best time to sell?” “The best time to sell,” I respond, “is when your house is physically prepared and you are mentally prepared to do so.” Trying to coincide the sale with a particular season is generally an effort in futility. If the home doesn’t look its best and your client is not emotionally ready, they are only setting themselves up for a disappointing experience.
Emotion and Motivation
This connection between emotional readiness and motivation thus becomes the nexus to a healthy relationship with your client. There are many more factors involved of course, but there is no doubt that the client’s motivation can be a realtor’s best friend.
How do you assess a client’s motivation?
Describe a successful experience with a client who wasn’t motivated?
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