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The Two Things You Don’t Need to Hear from Your Listing Agent

The Two Things You Don’t Need to Hear from Your Listing Agent

You’ve decided to sell your house. You begin to interview potential real estate agents to help you through the process. You need someone you trust enough to:

  1. Set the market value on possibly the largest asset your family owns (your home)
  2. Set the time schedule for the successful liquidation of that asset
  3. Set the fee for the services required to liquidate that asset

An agent must be concerned first and foremost about you and your family in order to garner that degree of trust.  Make sure this is the case.

Be careful if the agent you are interviewing begins the interview by:

  • Bragging about their success
  • Bragging about their company’s success

An agent’s success and the success of their company can be important considerations when deciding on the right real estate professional to represent you in the sale of the house. However, you first need to know they care about what you need and what you expect from the sale. If the agent is not interested in first establishing your needs, how successful they may seem is much less important.

Look for someone with the ‘heart of a teacher’ who comes in prepared well enough to explain the current real estate market and patient enough to take the time to show how it may impact the sale of your home. Not someone only interested in trying to sell you on how great they are.

You have many agents from which to choose. Pick someone who truly cares.


Agents: If you haven’t already, make sure to watch the replay of our most recent webinar, How to Become a Rainmaker for Listing Leads, to learn all about how to approach each listing appointment with the ‘heart of a teacher’ and earn the trust of clients.

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4 replies
  1. Philip Alba
    Philip Alba says:

    As usual, Steve is so right on the mark. Our achievements are only important to the seller after they have determined they want to trust us. Our ranking and past achievements only confirm the decision they already want to make. Focus on the needs of the client. It’s about THEM not us. They don’t care if you sold 30 homes last year. All they care about is can we trust you to sell OUR home? The way to grow that trust is to meet them at their need which means they talk more than you, and you listen intently to what it is they tell you is important to them.

    • Douglass
      Douglass says:

      Just make sure you’re not knowingly selling a house that is not in good financial standing itself which would make it unsellable and a complete waste of time for both interested parties.

      You wouldn’t want your real estate agent and/or your lawyers to lie to potential buyers about such a key detail because then your credibility AND trust is jeopardized.

      Phil, have you ever experienced such a situation?


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