EVERYBODY PARTICIPATES… for all Sales Transactions to take place, everybody has a part to play. The Buyer, the Seller, and the Salesperson. These three components must be in place for anything to happen. Sometimes we lose sight of the fact that when only two of these issues have been addressed and the third is missing, nothing happens. It's sort of like driving a car… someone has to start it, someone has to drive it, and the vehicle must be operable enough to move forward. Take one away and you go nowhere. Certainly this is true for selling houses.
Here is your ACTION STEP… Coaching client Bryan Black of RE/MAX in Aurora (905-726-8091) put it very nicely recently. Here is how he describes the selling process to his Sellers:
Mr./Mrs. Seller… in getting your home sold, there are three jobs that have to be performed…
1. "My job is to get you showings on your home".
2. "Your house's job is to sell itself".
3. "Your job is to accept or not accept the offers".
Get in the habit of keeping your dialogue this basic. This approach can be used both when taking the Listing and also when conducting your weekly reviews with your Seller. It's easy to identify when one of the three components is not in place. For example, if #1 is not happening, it's going to be PRICE. If #2 is not happening, it is also PRICE (affected by condition and location). If #3 is not happening, it would appear that there is a lack of motivation on the part of the Seller (or they are unrealistic in their expectations). Break it down to these 3 simple common denominators and you will find your communication with your Sellers will be more effective. It's a great approach to explaining reality. NO Excuses.