It’s easy for a Realtor to be overcome by frustration in the current real estate environment that exists throughout most of the country. Prices have not yet begun to rise, though many home sellers seem to feel a bit more optimistic than in the past year or two. At times, a misconception regarding the state of any market place can lead to false bravado.
Motivation
We have such a strong penchant to want to be of help to people that’s it’s also understandable for one to “lose the forest for the trees.” Yet it’s very important to accurately assess a seller’s motivation. Without a certain level of motivation, it is all the more difficult to help them reach their goals. It may be upsetting if you haven’t been able to secure business when you feel that you are best suited for the job. At times, however, you need to consider the words of The Dalai Lama. “Remember that not getting what you want is sometimes a wonderful stroke of luck.”
Assess a potential client’s needs by asking many open questions:
- What are the reasons that you are looking to sell?
- Where will you go when your home does sell?
- What is the minimum price that you would accept for you home?
- What is your Plan B if your home doesn’t sell?
Bonus: How would you like to see negotiations proceed when there is an offer on your home?
Timing
On occassion you can be hoisted in the middle of negotiations before you realize that one’s motiviation isn’t quite where it needs to be for a transaction to be consumated. It’s probably best not to try to bang a square peg into a round hole. If the timing isn’t right for the parties involved, then it’s just not right.
What do you do when you perceive there to be a disconnect between a client’s goals and their apparent motivation?
What do you do if you haven’t made that determination until they already are a client?
Expand your mind, increase your business and receive your dose of “The Daily Tonic” everyday.* It’s always brief, informational and thought provoking.
Simply go to the top of this page or the home page of thedailytonic.com, enter your email in the navigation bar to the right and click “subscribe.” Of course your email address will be kept private.
