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Sixteen Ways to Keep Your Seller Happy

I doubt you can find too many home-sellers on the planet who complain that their agent communicated too much with them, but there are certainly plenty who feel they weren't communicated with enough.


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And "communication" isn't just about calling every week to say, "Hi, how're doin'?" No, it's also about keeping the seller informed on local market activity, providing feedback from showings, and notifying him of new competing listings and recently closed sales.

And, frankly, its about making sure the seller knows exactly what his agent's been up to to promote his home! If the only time a listing agent contacts a seller is to ask for a price reduction or a listing extension, well, I can pretty much guarantee that seller is less than tickled with his agent.

And that agent deserves every bit of his seller's discontent! Oh, the seller may not complain to his agent's face, but I'll bet he's not keeping quiet around the coffee machine!

The good news is that keeping a seller happy isn't that hard. They just wanna know what's going on and that their agent cares. Is that too much to ask? Here are sixteen things you can do to keep your seller happy with you. And a happy-with-you seller just might be a great source of future business!

  1. Notify him as soon as the listing hits the MLS and send him a copy of the listing.

  2. Send him links to all your online advertising (Realtor.com, Craigslist, Postlets, your virtual tour, your own blog, etc.).

  3. Send him a copy of the home brochure before it goes to print and ask for feedback.

  4. Make sure he knows when the home brochures will be delivered.

  5. Schedule an open house right away (yes, you really should do an open house).

  6. Call after the first showing(s) to see if he has any questions about the process.

  7. Pursue and deliver feedback, especially in the first month.

  8. If you do any print advertising, send the seller copies (including Just Listed cards).

  9. Send him a "state of the market" report showing all the competing listings. Update this report every two or three weeks.

  10. Call periodically to find out if he's running low on brochures (if it's impractical to keep the box full, just remove it.).

  11. Be sure to provide feedback after open houses (if someone else does your open houses for you, be sure to follow up with them afterwards).

  12. Schedule an appointment to review the latest market activity.

  13. Preview any new competition and provide feedback to your seller.

  14. Refresh your Craigslist ads and send the seller a link.

  15. Ensure that your photos are in season.

  16. Ask for feedback on how you're doing A happy seller is a cooperative seller. An unhappy seller is not, and will likely become more and more uncooperative as time goes by. You pick!

Published: September 10, 2012

Use of this article without permission is a violation of federal copyright laws.




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Jennifer Allan-Hagedorn was a top producing real estate broker in Denver, Colorado before writing her first book in 2007. Since then, she has written several more books about the business of selling real estate including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect, the sequel, If You're Not Having Fun Selling Real Estate, You're Not Doing it Right and her latest, to be released in Spring 2011, Prospect with Soul for Real Estate Agents.

Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign.

Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched.

She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com.

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