How Should Agents Answer Tough Questions From Sellers?

By Greg Smith

Greg Smith has called Colorado home since 1986, when he came to attend the University of Colorado. After selling a successful marketing company and earning a graduate degree in information systems, Greg joined RE/MAX Alliance in 1998, where he quickly became Managing Broker and later co-owner of the Boulder Valley office.

In today’s real estate market, sellers are often faced with difficult questions about price, inspections, and concessions. These tough questions can catch them off guard, making it challenging to move forward with confidence. The key to handling these tough situations is preparation and clear communication. Here’s how to make the process easier and less stressful for sellers.

Education is key. Waiting until a tough question comes up to address it is a common mistake in real estate. Sellers need to be prepared before those questions arise. For example, sellers should be informed about the possibility of price reductions, inspection issues, or buyer requests for concessions, such as closing cost credits or interest rate buy-downs. When these things are discussed upfront, sellers are ready to handle them when the time comes. Preparation takes away the surprise and makes the process smoother.

Consistency helps manage expectations. Once a property is on the market, it’s essential to maintain consistent communication. Sellers should be kept up to date with market trends, home sales in the area, and the general state of the market. This allows them to anticipate any changes, such as price adjustments or buyer negotiations. When the need for a price change arises, sellers won’t be caught off guard. Instead, they’ll already be prepared for the conversation, knowing why an adjustment is needed.

Listen and empathize. Listening is a crucial part of addressing tough questions. Sellers often have concerns beyond just price and concessions—many worry about the impact on their future plans or how quickly their home will sell. It’s important to listen to these concerns and acknowledge them. Using the “feel, felt, found” method can be helpful. By empathizing with sellers and sharing how others have faced similar challenges and found success, it reassures them that they’re not alone and that there is a clear path forward.

Real estate is full of tough questions, but with the right preparation, sellers can handle them with confidence. By educating sellers early on, keeping them informed with regular updates, and listening to their concerns, these tough questions become easier to navigate. With the right support, sellers can approach the market with peace of mind, knowing they’re ready for whatever comes their way.

When sellers are equipped with the right knowledge and resources, they’ll be better prepared to face any challenges that arise during the process. If you have any questions, feel free to call or text me at (303) 543-5720 or email me at greg@boulderhomesource.com. I look forward to hearing from you!