Listing Tips 3:

How To Get Any Length Listing Agreement You Want... With One Simple Question.

Quite often, homesellers have an unrealistic and unfair expectation of when their home should be sold. And if it’s short and you don’t sell it within that time, you can bet they will find another REALTOR® next time around. It may not be your fault but that’s reality.

People have an emotional value placed on their home that has little to do with reality. And your job, as an agent, is to ground their decision in reality. How do you do that?
Ask them one simple question:

"Could I ask you to help me understand why you think your home can sell within this time?"

What you’ve done by asking this question is simply called them on their bluff.

Since they are not experts, and you are, they will probably come back with, "Well, that was sort of a guess. We really don’t know what we're talking about, but you probably do. What do you think is a realistic expectation?"

With your experience and knowledge about the market you can explain to them the factors involved: it’s a buyer’s market, slow economy, suggested home upgrades. Then deliver what you consider to be a fair and realistic expectation. Doing that will prove you to be the professional you say you are and allow you enough time to sell their home.

The Art Of Finding, Getting, And Selling Real Estate Listings!