What can you do to get that great listing? There is more competition (both in property for sale and in REALTORS) than in the past couple of years, there are lots of fancy presentations everyone is going to show those sellers. But, what is really going to get you that listing? The answer is, before you whip out your laptop and fancy presentation or tell them what they need to do to sell their house or, tell them the price that they need to put on their house.... make sure you ask the right questions up front! Prepare the seller and prepare yourself for a successful relationship by starting with these questions of the seller!

• How many homes have you bought and sold before? What was that selling experience like? When was it? Please, walk me though that process from beginning to end.
• How did that work for you? (You want to know the goods and the bads!)
• Do you know how it works in this market? (Explain concentrating on what they have told you about their past experiences. If they have never sold a home before, make sure that you go through the process, from beginning to end in a complete, but simplified format)
• What do you want to accomplish in the sale of this property? (It is never just about the price!)

Seemingly simple questions? Maybe; but the answers will reveal to you what sellers want  and need from you in the sale of this property and what you need to coach them on to get the listing and more importantly to get that property sold!!

Try them and see if they don't improve your success rate as well as start your relationship with the seller out on the right foot!