How we present ourselves during a listing appointment is a determining factor of whether we leave the home with that listing. Homeowners are always evaluating a listing agent’s attitude and confidence. We all know that first impressions are most important, and no one get a second chance to make a good first impression.
An agent who is high pressure is not likely to close a homeowner. Most sellers are looking for confidence without pressure and stress. Most sellers have an emotional attachment to their home, and that will result in enough stress for any homeowner to bear. The process of showing their home is another very traumatic situation. If you’ve ever sold your own home, it’s an incredible invasion of privacy. I sold my home three years ago, and I made sure it was priced properly to limit the amount of tension involved for myself.
A relaxed and casual meeting with a seller will result in a relaxed seller who will be attracted to your style. People mirror other people. Everyone enjoys being the recipient of a stress-free presentation from a confident, self-assured real estate agent. A presentation to a homeowner is quite different from that of a developer/builder. As listing agents, we take a page from Theodore Roosevelt’s book and “walk softly and carry a big stick.”
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