Why you need to encourage vendor participation

Being able to provide a high level of service is only possible when a real estate agent is able to understand exactly how a potential client would like to proceed.

While some vendors may be highly experienced in the field and know exactly what to expect from a property professional throughout the sales process, new homeowners or hesitant investors may require more effort.

They may be nervous or shy about being so open about their wants and needs, or feel that they do not fully understand what kind of information will assist the agent in their activities.

To this end, there are several points that can be followed in order to provide a reliable source of information on which a real estate professional can act.

Perhaps the most obvious method involves the formalisation of the data collection process - with a series of set questions provided to the vendor in order to get them thinking about their property, its history and the kind of sales result they can expect.

A second choice would be to talk to the client about similar properties in the region - how much they sold for, the reasons the owners wanted to sell, why the new owners chose to buy - for similar reasons.

An added benefit of this approach is that it allows the sales agent to demonstrate their experience and real estate training to the vendor - potentially easing their fears while at the same time helping to building the professional's reputation as an expert in their field.