Actual Seller Input, Not Our Assumptions
We may think we know what sellers want and need from us in order to sell their home or land. The best way to know is to ask. This was done by the National Association of Realtors in their "2005 Profile of Home Buyers and Sellers"
Surveys taken of sellers probably show many of the things we would assume, but possibly not in the order of importance we would think. The requirements here are in order of their importance to the sellers, most important first.
Find a Buyer for Their Home
Helping find them a buyer was, as we might have assumed, the top requirement of sellers, with 28% placing this as their top concern. This tells you that your marketing plan and media are quite important to your prospective listing clients.
Sell Their Home Within a Specific Time Frame
This seller requirement was only 1% below the top one, with 27% of sellers desiring this service from their real estate agent. It's highly related to the first one, with marketing being a very important factor in how fast a property sells.
Price Their Home Competitively
With 17% of sellers placing importance on this requirement, they're telling us that puffing their egos with a fat listing price isn't what they want. They want their property to sell. Do a thorough market analysis and be honest with them about expected results at different price points.
Find Ways to Fix Up Their Home to Sell It for More
This might surprise some, at fourth in importance with a 12% response. Maybe that Home Staging® class would be a good idea. Or perhaps suggesting a staging professional would be appreciated. At the very least, don't be bashful about suggesting things to do to enhance the look and presentation of the property.
Help With Paperwork, Inspections and Preparing for Settlement
Many real estate agents would have assumed this requirement to be higher on the list. However, only 7% of sellers made this a priority need. It is very important, but using this list as a guide, you want to build your listing services presentation around marketing and proper pricing first.
Negotiate and Deal With Buyers
Here again is an item that many real estate agents value more than their seller clients. At 5%, sellers are telling us that it's one of their needs, but down at sixth on their priority list. By all means, tell your sellers about your negotiating skills, but use this list to prioritize your presentation.