During a recent training event one of my seasoned Brokers, Dan, said something that instantly resonated with everyone in the room...No one likes to sell but everyone loves to buy.
We were talking about how to motivate sellers to adjust their price, terms, condition, and or incentives to encourage buyers to view their listing and more importantly make offers. His insight was that sellers never become truly motivated until they zero in on what they want to purchase.
In my experience Dan is absolutely correct! As soon as a seller finds a property they want to acquire - their attitude moves from reluctance to excitement. On the other hand sellers who don't know where they are going are often difficult to negotiate with, why? Their reluctance stems from one thing - uncertainty.
When sellers don't know where they will live next it creates anxiety, fear, and doubt. In advising and counseling sellers then our first step might be to first treat all sellers as...
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