A real estate professional, who becomes a listing agent, must focus on the needs, concerns, priorities, and best interests, of his client! However, until/ unless, there is a quality discussion, between client and agent, it becomes quite challenging, for any agent, to represent the homeowner, to the best of his ability. This conversation must focus on the client’s expectations, and whether they are realistic and clearly defined, as well as the best way, to serve the individual’s needs, etc! Let’s briefly review, using the mnemonic approach, why it is so important for a real estate agent to know, understand and care about, the seller’s NEEDS.
1. Neighborhood: What does the agent know about the neighborhood? What will best benefit, the prospects of selling the house? What are the features which might attract potential buyers? Why would someone want to live, where the house is located? Agents must know and recognize which strengths will help marketing the property, to the benefit of their client.
2. Employment; education: Are there, employment opportunities available nearby, or within a convenient commute? Can people gain a quality education, as a result of living, where this house is located?
3. Expectations: When a homeowner’s expectations are unrealistic, the eventual results, are usually, less than optimum! Will you commit to my trademarked slogan, “I’ll always tell you what you need to know, not just what you want to hear” (TM)? It is the responsibility of a listing agent, to make every effort, to assure, both he, and the homeowners, are on the same page!
4. Dollars; delve deeply: Do the dollars and cents, make any sense? Together, the client and agent, must delve deeply, into any and all aspects, which might impact, the marketability of a particular property.
5. Service; solutions; schools; safety: How must an agent, provide service to his clients? When there are obstacles, rather than focusing on problems, will he perceive challenges, and seek viable solutions? Are the schools in the area, a positive or negative? How is the community considered, from the standpoint of safety?
Carefully interview potential agents, and determine which will best meet your NEEDS. These aspects are only a small sample of some of them.