Tips to better represent your sellers

How can a Realtor® today best represent the interests of a seller through all of the phases of a real estate transaction?

Adorna Carroll

“Knowledge is power. There is no substitute for actual knowledge and no one can take actual knowledge away from you. True professionals invest in their business and professional development. That is what sets you apart from the rest,” said Adorna Carroll, owner/partner of Realty3 Carroll & Agostini.

In this business climate, representing clients requires a “new set of skills,” said Carroll. Carroll cites understanding license laws, abiding by the Code of Ethics, and a knowledge of liability issues facing sellers today, as imperative resources for a Realtor® to possess.

She cautioned that the real estate industry has changed, and skills learned prior to five years ago may no longer apply.

“Technology has dramatically altered the way business is done and the impact of communication methods with four distinctly different generations involved requires new skills sets. In addition, the negotiation of the client’s interest adds a whole new skill set requirement,” said Carroll.

For communicating with your client, Carroll recommends determining what method of communication the client prefers, as well as the frequency. Does your client prefer e-mails over phone calls? Weekly updates instead of daily check-ins? Find out their comfort level before you establish a communication routine.

“Educate the client every step of the way so that they comprehend their options and alternatives and then the ramification of their choices, so that they can make educated and lawful decisions,” said Carroll. “Communication and clear expectations of the parties are essential to a successful transaction where clients are happy.”

You need to exceed your client’s needs and expectations so that they know what choices they have and understand the ramification of those choices, said Carroll.

“Representation is advocacy of the client, which surpasses the limited scope of just marketing the property. Representation requires knowledge of the issues and circumstances involved in a real estate transaction, so that we can help the client understand where the possible pitfalls are that can create a negative financial impact or a serious legal liability issue for them,” she said.

Continuing your education will serve not only your clients, but yourself as well.

Carroll will be presenting the Seller Representative Specialist session at the Triple Play Realtors® Convention in Atlantic City, December 8-11. Register online today to attend.

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