It’s more about knowing the needs of the seller than motivation. Careful explanation of the current market trends, expectations of days to sell their home and value must be balanced against where the seller is going to purchase and their ultimate goal.

First, listen to their concerns to understand why they are hesitant. Second, gather regional and local market data to connect the dots and share with them current market reality. Third, offer solution options with a fresh perspective.

I can provide enough pertinent market information to ease sellers’ fears about finding a new home. Then technology helps sellers by eliminating those who aren’t serious, qualified buyers.

My advice to sellers depends on their initial motivation for considering selling, what reservations they have, and building from there. I let them do the driving, steering me into their whys and why nots.

I tell sellers they can be more selective. Depending on what they need, sellers could look for someone who will buy the property ‘as is,’ pay cash and close the deal in 21 days or allow for some post-closing possession agreement.