When you get a call to go out on a listing, do you ever ask yourself, "am I the best agent for this house?" If your answer isn't "YES," then you should either give the listing to someone who is more qualified, or make a decision right then and there to become the expert in your field.

So how do you do that? You need to do your homework! You need to study the market, know statistics, have a marketing plan that is unlike your competition's plan, and become the most valuable asset your client has!

First, search and study the MLS. You need to know days on the market, days to settlement, seller concessions, expires, withdrawns, active listings, and sold listings.

Second, establish realistic expectations. Tell your Seller what you plan to do with the listing and why you're taking that approach. Setting expectations shows that you understand the market and that you'll help prepare the seller for the offers that will be coming in.

Third, don't forget to walk the seller through the entire listing AND selling process.

Fourth, "touch" your seller at least once every 10 days. What's that mean? Call, send an email, or send a personal note, even if you don't have anything new to report. Let the seller know that he or she is always on your mind. Try some new approach on the home every two weeks.

Finally, don't try to bluff your way through; the Seller will see right through you. Be educated, be honest, be ethical - you'll be a winner every time!

See you next week.

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