Sellers need a Realtor that will do more than just market their home. The Realtor needs to listen and listen well. The Seller needs to be free to ‘talk’ as emotionally as they need. Moving out of a home is not the same as moving out of an investment property. Kids could have been raised, money could have been invested in personal features/remodel and many memories could be left behind. Sometimes an equity loan was used years before which could deplete the cash return once sold. Important for Realtor and Seller to discuss are “why selling”, the market will not pay a price simply b/c the seller has a need, but knowing the reasons can help with private discussions. When negotiations are under way with a prospective buyer on a home, the seller needs to discuss what is on their minds with their Agent (Realtor). In return, the Realtor cannot take anything personally nor share any of the private discussions they are having with their seller principal (of course not sharing with the other side, but also with friends/family). A goal every Realtor should have is creating an environment for the seller where they will not feel uncomfortable asking any question or stating their level of concern. Market data supplied to the seller is a key factor, but being able to explain the data and listen is even more important. The Realtor needs to make sure and focus on the concerns of the seller. How to respond to an offer? What can the seller know to respond but not risk losing the sale over their counter? What is the market doing? Would this offer demonstrate a new low in terms of a sale or average or high mark? What percentage return is expected on average for the remodel work done to the home? What would be the appreciation of the home if sold at a certain price (i.e. selling after buying 5 years before)?
Everyone handles themselves different and that is one ingredient that a person must appreciate if they want to succeed at representing others as an Agent/Realtor. Discussing a decision several times might be very helpful. It might take either the principal seller or the Realtor several times to realize the help being asked. Sellers “…don’t want to be the worst client for their Realtor” and the Realtor should always hope the seller appreciates the work done to market-sell-close the property. I hope a seller understands it is all a process and never easy. Just as an attorney or doctor has ‘client confidentiality’ so should Realtors.