Why You Should Coach Your Sellers
Sometimes, your communication with a seller will border on coaching them. You can only tell some sellers so much, especially after a property has been on the market for several months.
If you have a listing that's dragging on, consider 'coaching' your seller to suggest a price change. Share on XHitting them directly with price reduction dialogs can be tough sometimes as they become dug-in. An alternative is future coaching. In this week’s video, I call it Future Pacing, but as I write this, ‘coaching’ seems like the better word.
The concept is to ask carefully thought-out and worded questions that cause the seller to break his or her pattern of belief about their home and the market. After the pattern is broken and they start answering your coaching questions, they should start to come around and see the market as it really is and actually suggest to you that the time is right to re-position the price.
Until next time, make it a great week!
Jack Cotton
Also check out www.ATaleofTwoHouses.com for your chance to co-brand with me.
