Don’t forget: communication is key

by Jamie Henry18 Nov 2014
Home buyers and sellers today have an increasingly skewed view of the housing market, leaving agents to set realistic expectations for the modern buying and selling process.

“I think especially through the listing process, because there’s a lot of work that goes on behind the scenes when it comes to marketing the property, clients don’t necessarily get to see that and the time involved in making those plans,” says Toronto agent Geon van der Wyst.

Keeping the lines of communication open is crucial, and doesn’t necessarily need to involve a daily phone call. A weekly email that summarizes what activity the property has seen – any showings or open houses, for example – is often enough to qualm sellers’ nerves.

Van der Wyst, meanwhile, has taken it a step further, providing his selling clients with a private webpage where he documents all activity related to the property.

“I don’t need to contact them and say I had three showings,” he says. “They can look at the webpage and see what’s being done with their listing.”

On the other side of the process, many homebuyers feel uneasy with the cost of homes and the multiple offer scenarios they increasingly find themselves in. As an agent, you should lay out realistic expectations from the start.

John Quentin Welsh says it’s important to educate clients: provide the most up-to-date comparables and teach them what factors might influence the price of a home. “They have to be fully aware of what they’re getting into,” he says.

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