The Ninja Selling Podcast The Keys to Successful Listing Consultations
The Keys to Successful Listing Consultations
Matt and Garrett delve into the intricacies of seller conversations during listing consultations in today’s latest episode. Noting that one of the primary challenges that real estate professionals face in such consultations is advising sellers on how to prepare their home for potential buyers and discussing the price without offending their sensibilities, our hosts draw upon their extensive experience to offer guidance on how to approach such situations professionally.
Together, they provide valuable insights on how to navigate tough conversations with clients while setting realistic expectations for that discussion, before going on to emphasize the importance of using tools like scattergrams to compare comparable properties. They also explain how to highlight the value of the condition, size, location, and amenities of the home, and recommend setting a price range, rather than a fixed amount, in working collaboratively with the client to make informed decisions. As you will hear, today’s episode serves as an invaluable resource for listeners seeking to improve their approach to seller conversations and, consequently, thrive in a competitive market.
Another valuable resource can be found in the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.
Episode Highlights:
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Getting a house ‘parade-ready’
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Guiding sellers to make their home more appealing to buyers without offending them
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Discussing the market value of a property
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The benefits of honesty in setting a fair price for the home
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Being problem solvers, not conflict creators
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Approaching this topic by being professional, respectful, and honest
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Using all tools available to show clients where the property falls in the market.
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Analyzing personality types, knowing the situation you are going into, and setting expectations for the conversation
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Explaining the value of condition, size, location, and amenities of the home
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Educating the client and working collaboratively to decide on a price range
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Having difficult conversations with clients if necessary
Quotes:
"People can get defensive very quickly. They're proud of this house."
"There's a fine line between guiding and being judgmental."
"If we're not honest with them, we're not doing our job."
"The moment we start to avoid conflict, we become conflict creators."
"It's not about being right; it's about helping them understand what the market is doing."
"Pricing your home is not rocket science, but we need to understand the variables that we're working with."
"We need to figure out what we want to put it on the market for, and I've brought enough information here so that you can decide what the proper price is."
"The key is to use all the tools at your disposal to show the client where the property falls in the market."
Links:
www.TheNinjaSellingPodcast.com
Email us at TSW@TheNinjaSellingPodcast.com
Leave a voicemail at (208) MY-NINJA
Ninja Selling
@ninjasellingofficial
Ninja Coaching:
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Ninja Events
Garrett
@ninjaredding
Matt
@matthewjbonelli
The Ninja Selling Podcast Facebook Group