How to Professionally Service Your Listings
The main idea behind providing good service is to keep
your clients satisfied while doing everything possible to sell
the listing. Furthermore, when you sell a listing and satisfy
a client, you build your referral base. More on building a
referral base in Chapter 13.
Seller Updates
All too often I hear stories from FSBOs about the bad
experiences they had with their previous agent. The main
reason why sellers are dissatisfied with their previous
agents is that the agents never called them with updates or
follow-ups. And we wonder why they’re trying to sell
FSBO. Put yourself in their shoes and you’ll understand
why sellers need to know what’s going on with the sale of
their largest investment.Call your sellers at least once or
twice a week. This is probably the biggest investment that
they have. When they are not sure what is happening with
it, they’ll get upset. Calling your sellers with weekly or bi-
weekly updates will keep you on a comfortable level with
them. Not all sellers would like to be called every week. In
that case, when you’re at the listing presentation, establish
how often they’d like an update call.
Have Something to Talk About
Make sure you have something to talk about with your
sellers. If there has been no activity on their home, tell
them that, but make sure you have something else to tell
them as well. Check to see what recently came on the mar-
ket and what recently went under contract in the area. This
The Real Estate Agent’s Guide to FSBOs