In Episode 34 of the Toe-2-Toe Podcast, hosts Jenn Murtland and Monica Weakley duke it out over how much agents should know about the listing they’re representing. Hear why Jenn thinks you need only a basic knowledge of the property and why Monica thinks it’s your job to go deeper when you’re representing a seller.
- How much should an agent know about the listing they’re representing?
- Jenn thinks you should know the answers to basic questions, such as when the mechanics were installed.
- If it's a special circumstance, such as a unique one-of-a-kind home, then it's important to know the story.
- Jenn and Monica talk about how the process unfolds when buyers really love a home.
- Monica feels agents should have more than a surface understanding of the home.
- She wants to really show up for the product she is representing.
- When Jenn talks to the buyer's agent, she wants to gather information about the buyer that will help the buyer's agent sell the house to their client.
- Jenn argues that little details, such as when the furnace was installed, won’t make a difference.
- Monica wants agents to ask more questions of their sellers.
- Agents should ask sellers questions as if they are the buyers.
- Monica thinks that listing agents sometimes forget to think like a buyer.
- Jenn reminds Monica that agents can look up a lot of this information.
- Monica suggests having a Google form that you can send out to gather basic information from your sellers.
- Ask the sellers why they fell in love with the home. That can help with buyers.
- If you have a particular buyer, work with the listing agent to get information ahead of time in anticipation of the questions that may be asked.
- Jenn finds that she rarely gets asked questions about most of the houses they're selling.
- Jenn says sometimes buyers are asking questions that don't get at the real question.
- She doesn't have time for dumb questions that get the seller excited.
- Most agents surveyed think you should know "everything" about the house.
- Knowledge allows you to properly sell and position the house.
- Remember that the buying decision is emotional.
- Help the buyer's agent create an emotional response for their buyer.
3 Key Points:
- Listing agents need to know the answers to basic questions, but may not need to learn every little thing about the house.
- As the listing agent, you need to think like a buyer and ask the right questions of your sellers.
- Knowledge allows you to properly sell and position the house, but the buying decision is also emotional.