Understanding Sellers
Your people skills are especially necessary when you are exploring the wants and needs of the seller. Understanding sellers can be a little harder than understanding buyers. As buyers move through a house, you will see signs of what they like and don't like and will be able to make adjustments in what you show them.
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When your clients ask a question and you must give them an answer they may not like (such as the fact that their house is worth less than they expect), ask, “May I tell you the truth?” Your openness encourages them to tell you the truth (such as the fact that they are going to be in foreclosure soon).
A seller may have a different agenda — and may or may not tell you what that agenda is. If the seller only wants to sell because he has to, you will find he is less motivated and more difficult to deal with than if he
