Here’s why: you will know about their biggest concerns and problems when you give the listing presentation. Consequently, you are way less likely to say something inadvertently stupid or offensive and lose the business. Maybe you never say anything stupid or offensive (if so, then good for you!). I definitely do from time to time. This question is going to give you an important reading into the situation. If there have been a bunch of showings, that is not a bad sign. It’s a good thing. This means that people are interested in the property. This may be the biggest factor. If they’ve been turning down offers, it shows they aren’t flexible. If you decide it’s worth it, you’re going to have to work hard to convince them to lower the price. Find out what the offers were and how they were structured. With new information, you will be better equipped to present a pricing and marketing plan that positions the property to sell quickly. Key Takeaways 1. Even a good Realtor® can benefit by working on his or her skills at building client rapport. 2. Listen. Don’t argue. Always be genuine, never fake. 3. Talk about the other person’s interests and how those interests relate to you. 4. Find one thing on which you can genuinely compliment them. You can find something positive about everybody you meet. 5. Show empathy. Ask questions: c. What frustrations are you experiencing? d. How many showings have you had so far? e. Have you had any offers? 6. These questions will help you gauge interest in the property and determine how flexible the seller is. 7. Learning about sellers will show empathy, help you avoid offending them, and make you more likable. “How many showings have you had so far?” “Did you have any offers?” a. Why are you selling? b. What are your goals?
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