How To Effectively Communicate With Sellers
“Your lack of commitment is insulting to the people who believe in you. Pick the thing. Do the thing.” —Sharran Srivatsaa
This made me reflect on a few things.
I could not love Sharran more. He is funny, direct, and smart. If you don't know him, you should. You can listen to his podcast, The Business School Podcast, here.
In business, our inability to follow through with a plan, system, or course of action is actually a lack of commitment.
When buyers or sellers hire us, they believe in us, but when they start taking the reigns and leading the process, they have lost confidence in us.
Have you ever felt like your seller has no idea what you are doing to help sell their home other than putting a sign in the front yard and loading their listing to the MLS? Or perhaps your seller is trying to lead the way or is questioning everything you do. As harsh as this may sound- if this is the case, it’s all on you!
So, how do you effectively communicate what you do to a seller? Easy! Commit to a plan and execute the hell out of that plan every single time! Stop with all the fluff. No one cares. Stop doing everything and anything because a seller thinks that is what should be done. Good thing people don't go to surgeons and tell them how the job should be done. Commit to being the expert. Do what you know works and communicate it clearly with your seller upfront.
Get uber-specific about how you close deals. Tell your sellers, then show them, and back it up with data, not just your opinion. Too many real estate agents spend too much time talking about their opinions. Stop doing this. Speaking from experience is different than just sharing your opinion. Don't have much experience yet? Find a mentor, talk to them about what works and what does not. Use their experience in conversations with clients.
Have a well-oiled plan for how you take a listing to market, tell and show a seller the plan. That could look something like this.
Know exactly how you will communicate with the sellers on feedback and marketing results. Tell and show them this upfront. That could look something like this.
Have a plan for communicating with other agents who are touring your listings, when offers come in, and during a transaction. Tell and show your client what this looks like. Part of that could look something like this.
Just like I heard Sharran say earlier this week- pick the thing, do the thing! Whatever the thing is, be committed to doing it.
This concept that you have to change your process or how you work because a client is tricky or the situation is unique is nonsense. Every house, client, and sale is going to be unique. As a professional, you need to be consistent and steadfast in your processes amid the unpredictable because if I could extract anything out of the thousands of deals I have closed over the years, it would be that the one thing to expect is the unexpected. Constantly reinventing the wheel is just a disguise for insecurity in your business.
I promise your commitment to a tried and true process will win you more business, create less stress, make your clients more money, give you time back, eliminate confusion, garner your clients' respect, and help you close more deals.
