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How to Get Through to Difficult Sellers

Posted by Trey Teichelman on March 26, 2015 at 3:45 PM

As a real estate agent, most of the sellers you work with will be an absolute pleasure to deal with on a daily basis. They will respect your advice and carefully consider any recommendations you have in regards to pricing or updating and refreshing their home before you list it.frustrated-real-estate-agent

However, not all sellers are going to be this easy to work with!

You will inevitably find yourself working with sellers who aren’t interested in your opinions and don’t respect your judgment.

Most of the time, this is not meant as a personal insult, and you should never take it as such. Many difficult sellers are simply passionate about their perception of their home’s value.

Here are some quick pointers to keep in mind when you find yourself in a situation with a more difficult seller:

Never Take it Personal

Even if they aren’t exactly singing your praises, the seller did hire you to list their home. That means that they have some level of respect for you as a professional.

Many times, sellers are overly influenced by their own misguided views on the best way to sell their home. These types of sellers are almost always going to place a greater value on their own opinions than on your actual experience.

It is important to remember that these sellers are just trying to do what they honestly believe is best for both you, so don’t take it personal when they don’t listen to you.

Don’t let yourself overreact if they brush off your suggestions, and never allow yourself to get confrontational with the seller.

Respect Their Passion

Sellers who don’t work well with agents are generally that way because they are extremely passionate about their opinions on the house. This passion can be an endless aggravation for you as the agent, or it can be a tremendous asset.

If you attempt to butt heads with the seller over issues they feel strongly about, your business relationship is going to suffer. But if you can get them to see eye-to-eye with you on certain points and build from there, you can harness the power of their passion and get them on the same page.

Never Respond in a Condescending Tone

When sellers disregard your advice, you might be tempted to point out your experience in selling similar homes in an effort to explain why their opinions are wrong.

Regardless of how you make this type of statement, it is almost certain to come off as condescending. That’s the last thing you want to do. It will only escalate into an argument.

Always keep your tone of voice with a seller upbeat and positive. Regardless of your personal opinions, you two are going to work together to get the house sold. End of story. It’s hard not to see the positivity in that.

Hear Them Out

Even if you don’t agree with what a seller is saying, listen closely and try to get to the root of why they are saying it. Many times, you will find that the root of their thinking is something you both agree on.

This is obviously going to be easier said than done. But with a little bit of practice you will be surprised at how good you can get at finding common ground with sellers.

Difficult sellers may not be quite as fun to work with, be we also don’t live in a perfect world. If you learn how to keep your conversations with them positive and focused on the mission at hand, you will find that you might actually have a lot more in common with them than you initially thought.

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Topics: Agent Resources

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