Agents perform hundreds of tasks to get a property on the market. From the onset there is the prospecting for business, the marketing, follow up and endless service until the client or customer is finally ready to do business.

Working with sellers can be particularly detailed, which includes the comparative market analysis, the processing of the actual listing, the photos, brochures, virtual tours, web commercials, brochure boxes, 800 number recorded information, open houses, showing updates, and the list goes on.

So why sometimes, have we never taken the extra moment at the listing presentation to “coach” the property owner about how they can lose the sale before the contract is ever written?

From a positive standpoint, the property owner is quite versed with the care, upgrades and maintenance of their property. They are often convinced that the agents showing their property doesn’t “sell” these nuances effectively, and are convinced that these features are the cinch to the sale, if only the buyer knew about them.

It is one of the most important issues to deal with at the listing table.coaching the Seller on what to do and not to do when the property shows. Here are a few tips to help you help the seller feel comfortable:

Published: February 15, 2002

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