Setting Real Estate Expectations

Are You Being Bullied by Sellers?

As a Realtor, have you ever felt pressured or even bullied by sellers? It happens more often than you think. Some sellers come in with strong opinions about how their home should be marketed, dictating exactly what they want and disregarding your expertise. They might push back on your recommendations, trying to control the process—sometimes at the expense of a successful sale.

While it’s natural to want to please your clients and secure the listing, being overly accommodating can sometimes hurt your ability to do your job effectively. That’s why it’s crucial to set clear expectations from the start.

Establish Yourself as the Expert

Your listing presentation is your opportunity to establish yourself as the expert. Sellers are hiring you for your knowledge, experience, and strategic approach—not just to agree with them. You need to be both firm and fair in outlining how the process will go. When you exude confidence and clarity, sellers will respect your expertise.

For example, if you believe in the power of staging and the seller insists, “I don’t want staging,” even though their home clearly needs it, don’t immediately back down. Instead, educate them. Explain why staging will help their home sell faster and for a higher price. Show them statistics or examples of past sales where staging made a significant difference. It’s not about being difficult—it’s about ensuring they get the best results.

Setting Expectations for Marketing Strategies

Each property is unique, and not every marketing tool applies to every listing. For instance, 3D tours can be a fantastic asset for modern, well-presented homes, but if the property is outdated, cluttered, or in poor condition, a 3D tour could actually work against you. The same goes for other marketing elements like floor plans, professional videos, and virtual tours.

That’s why it’s important to set expectations early. During your listing presentation, clearly outline:

• The marketing strategies that will best showcase their home.
• The rationale behind each recommendation.
• Why certain marketing tactics might not be suitable for their property.

By doing this, you ensure that sellers understand the thought process behind your decisions, reducing pushback later.

Leverage Expert Advice

If you’re ever unsure about the best marketing approach for a particular home, don’t hesitate to consult with experts. Many Realtors seek advice from professional marketing companies or real estate media specialists to determine the most effective strategy for each listing. Whether it’s deciding on floor plans, professional videography, or a specific advertising approach, getting a second opinion can provide clarity and ensure the best possible outcome for your sellers.

Final Thoughts

Standing your ground as a Realtor doesn’t mean being difficult—it means being a leader in the selling process. Your job is to guide sellers with confidence, ensuring they make informed decisions that lead to the best possible results. Set clear expectations, educate your clients, and don’t be afraid to push back when necessary. After all, they hired you for your expertise—make sure they see the value in it.

Have questions about marketing your listings effectively? Reach out to a trusted real estate marketing expert and get the guidance you need to make every sale a success!