"If I could help you net the money you need in your pocket...." What if their house is over-priced or the chances of netting them what they want after selling fees is VERY slim???
The real question/issue is not how much they want...but how much the can actually net. If they're overpriced (meaning at a price it won't sell), they net exactly $0 no matter who doesn't sell it! ;) So, your role is 2 things in the actual listing presentation: first, to educate them on the real market value of the property, and then to educate them on why a skilled agent can get them the best price (and usually the best net in their pocket) by giving better exposure to more and better buyers who are willing to pay top dollar and by having you as a 3rd party negotiator. Learning how to do THAT...is the skills I coach agents to be able to do all the time. Most agents don't even believe they can get the seller more. That's why those agents suck with FSBO's.
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