Before a seller can move forward, accept an offer and agree to sell, they must be comfortable with what the next step in their life 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 they really aren’t ready to move forward yet.
As their 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 their fear of moving. You can help your seller identify their new home and look forward to the next phase in their life.