Seller management may sound a bit severe, but it is one of the most important skill sets for us to master. Sellers contract our service to meet their objectives, but part of meeting those objectives requires directing the process. When a listing agent combines competence with confidence, she is in position to drive the marketing and transaction process. Here are four areas in which to measure your skills:
- Setting Expectations: at listing contract, we often determine the outcome of the client's experience. Are you clear in communicating the process and how you will serve the seller?
- Weekly Communication: what is the routine for your communication? What is the content for those conversations? It is critical to stay in front of the seller and have a plan that covers the entire seller cycle.
- Handling Crisis: every transaction has at least one. What will you do to transform the unexpected and the intense into something that leaves the client promoting your skills?
- Presenting Offers: in a market where offers are often viewed as insulting, how will you enable your seller to process their emotions without forfeiting the opportunity encased in that paperwork? Effective coaching and patience in negotiating help you land your client with the most favorable offer.
Without intention, we can create a poor or even unsuccessful experience for a seller. Knowing how you work, having a system, and most importantly executing that system will allow you to control the process and achieve the goals of your client.
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