When it comes to obtaining listings, there’s no denying that it can be a challenging process, the market is ever-fluctuating, and the competition is always strong. However, it’s important to remember that every seller wants to work with someone who understands their needs and concerns. The key to gaining that understanding? Asking the right questions. These are some questions that realtors are asked during listing presentations.
In this blog post, we’ll take a closer look at the kinds of questions that sellers tend to ask when searching for an agent and explore how you can prepare yourself to address these questions like a pro.
What sets you apart from other real estate agents?
This is an essential question when obtaining listings. Sellers want to know that you are different from the rest of your competition. To answer this question, highlight your strengths, your achievements, and your track record of success. Be sure to emphasize what makes you stand out in the market and what you can offer that others cannot. Some good examples include experience in a particular neighborhood or working with a specific type of property.
How much is my home worth?
This is possibly the most common question that sellers ask, and it’s up to you to accurately assess their property value. Do your research and prepare a comparative market analysis (CMA) that provides them with a realistic price range. Show them the data that supports your valuation and explain how you came to those conclusions. Make sure they understand the factors that comprise pricing of a property and that you can help them put it on the market for a reasonable price.
What are your marketing strategies?
Marketing is critical when it comes to selling a home, and sellers want to know that their agent will use effective marketing strategies to get their property in front of the right buyers. Give them an overview of the marketing strategies that you typically use, such as staging, professional photography, and virtual tours. Explaining the marketing process will help them get an idea of how you plan to market their property and the value that you can offer.
What will my net proceeds be?
Sellers want to know what their net proceeds will be after the sale, and it’s up to you to help them identify any potential costs or fees associated with the sale, such as commissions, appraisal fees, and closing costs. Providing them with a detailed seller’s net sheet will assist them in determining how much money they will realistically earn from the sale of their property.
How will I be updated about the progress of my sale?
Sellers want to be updated regularly about the progress of their sale to stay informed and prepared. Assure them that you will provide them with regular updates both by phone and email, and be up front about any potential obstacles that they may encounter during the selling process. Sellers appreciate this kind of open and honest communication, especially when it comes to the potential challenges involved.
Obtaining listings can be a challenging process, but by answering the questions that sellers ask proactively, you can gain their trust and demonstrate your value as a knowledgeable, experienced, and reliable agent. Consider these questions when developing your elevator pitch so that you can leave prospective clients with a positive, lasting impression. Remember, building trust with sellers is essential to gaining their business and establishing yourself as a top-performing agent.
Peter Cunha is a broker/salesperson at Real Broker LLC. He has been in the real estate industry for over 10 years, specializing in commercial and residential real estate. He enjoys helping people find their new home whether they are first time homebuyers or savvy investors.
He is one of the biggest and brightest realtors in Middlesex, Monmouth and Ocean County.
Currently living in Lincroft NJ, Peter enjoys spending time with his wife and daughter (Amber and Keira), three dogs (named Twizzler, Batman and Peanut), playing chess; listening to music; watching movies; traveling; enjoying nature walks on beaches or through local parks.