2014 Salesmanship – Seller Strategic Brief Questions
   One of the most common mistakes agents make is when they fail to get enough information at the very beginning of the relationship they are trying to build with a seller. It is critical for an agent to know all of the answers to a strategic brief before they determine the best way to get the listing. A successful strategy is only as good as the information it is built on. Ask yourself if you know the answers to the following questions before you determine the best strategy to get the listing.
Strategic Brief Purpose:
1.     Establish a long-term relationship
Family & friends
Occupation – their career now or before retirement
Recreation – hobbies or what they like to do when they’re not working
Plans for the future
2.     Identify their motivation
3.     List their home
4.     Sell their home
5.     Help them find another home if applicable
The more information you obtain about your sellers, the more likely they will like and trust you.