Seattle Residential: I Do That: Do Sellers choose an agent based on price or marketing or something else

Do Sellers choose an agent based on price or marketing or something else

How do Sellers choose a Realtor

In This Post

It's not price, and it's not marketing strategy.

Blogs by Sally Cheeseman and Al and Peggy Cunningham have recently posted  articles on the listing presentation, on discussing when to talk about price and  about which is more important, price or marketing.  Many good comments followed about different strategies used.

But the overriding question was how and why do sellers choose a particular agent over others.  I’ve got a theory that it involves two other factors, confidence and enthusiasm.

Sellers are aware of and immediately taken to the agent with confidence. This agent knows the neighborhood, knows the sellers home style and the comps around it that have sold and are on the market. The confident agent is necessarily shocked when the seller throws out a priced that is purely pie in the sky.

And enthusiasm is also a big factor.  Sellers want an energetic agent who will be out there working for them. An agent who has a plan but also loves his plan and his work and can’t wait to get started. An agent who has at his finger tips, people who can help the sellers get the home into the condition it needs to be in to sell at the maximum possible price.

The price is pretty much a no brainer. If they have heard from three agents they know the value. And if one is trying to buy the listing, that will be obvious. They can be talked out of it…or, the listing is not worth taking.  Confidence and enthusiasm won’t sell an overpriced home.






Glenn Roberts



Comment balloon 2 commentsGlenn Roberts • March 24 2010 10:42AM


I think you just highlighted the two key ingredients in all successful transactions, in any business model.   People are attracted to those two qualities: confidence (i.e. knowledge) and enthusiasm (i.e. proactive nature).    Nice post!

Posted by Li Read, Caring expertise...knowledge for you! (Sea to Sky Premier Properties (Salt Spring)) almost 11 years ago

Thanks, Li. We love the Gulf Islands, but haven't been to Salt Spring yet.

Posted by Glenn Roberts (Retired) almost 11 years ago