Seller Close – The Next Step Close

Before a seller will move forward and expect an offer or agree to sell they must be comfortable with what the next steps in their lives will be. Don’t confuse making the commitment to sell with a seller’s final acceptance of the sale.  In many cases, sellers have accepted that they have to sell but aren’t ready to move forward yet.  As the sellers trusted real estate advisor, it’s important for you to help your sellers feel comfortable with their next step.  It never hurts to just ask, “once you sell your home, what’s your next step?”  For example, a seller in the middle of negotiations may suddenly become unreasonable.  This may be due to the sellers fear of moving.  You can help the seller identify their new home and you can also help the seller look forward to the phase in their life.