Let Your Seller Prospect Talk & Get Comfy with Your Commission

First of all You need to know as much as you can about the seller's situation and motivation before you can properly advise him. Heck, you need to know this stuff before you can decide if you even want the listing! So, besides the fact that the seller will love you if you let him talk more than you talk, it also gives you the opportunity to better understand if, and how you can best help.So, here's what to do when you get to the house. Have the seller show you around, ask questions, take notes, and really listen to the seller's answers. If this is the first time you've seen the inside of the seller's house, you can't really be expected to tell him what
it's worth; you have to go back to the office and do your homework. But the more you listen and show interest, the more that seller will be impressed with you - seriously! LISTEN, and the seller will trust you. Leave your sales pitch in the car.

Get Comfort with Your Commission Many new agents are nervous about the prospect of
discussing their commission with a potential seller. If this is the case for you, it will help tremendously if you’re 100% comfortable with the commission fee you're going to propose. If you have concerns that you're overcharging for your value, it will be crystal clear to the seller prospect. It can be a tough spot to be in for a new agent! On one hand,the rookie may not be confident in her listing expertise, and therefore her value, but on the other, she must HAVE confidence to negotiate effectively! Here’s the secret - you need to convince yourself that you're worth it before you can ever convince a seller.

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