How Realtors Grade Clients

Clients occasionally may have a select few words for their Realtors, but Realtors also have some favorite words for their clients.

No, not “%!%#!”

Rather, how “cooperative” they are.

What do I mean by that?

For Sellers, client cooperation boils down to these three things:

1. Pricing. A cooperative client picks a listing price consistent with what the Comp’s suggest is fair market value for their home.

Should no offers emerge after a reasonable amount of market exposure (30 to 90 days, depending on the price point), they’ll entertain a 3%-5% price reduction, as market conditions and feedback indicate.

2. Staging and Prep. A cooperative client repairs anything that’s broken, and, if their city has a point-of-sale inspection, does what’s required to pass.

Depending on their home’s size and condition, they also spend a reasonable amount ” typically anywhere from $500 to $5,000 ” on staging and cosmetic updates (painting, light fixtures, etc.). Or, they expend the equivalent in “sweat equity.”

3. Showing-Ready. Once their home is on the market, a cooperative client keeps their home in impeccable condition, and is accommodating about allowing showings.

In addition to the foregoing, a cooperative (model?) client is someone who refrains from calling after hours, unless there’s a major issue (negotiating a deal qualifies); is relatively conversant with technology (the easiest way to shuttle documents around is electronically); and is generally appreciative of your efforts.

And guess what?

A client who does all those things makes it easy for their Realtor to do the best possible job for them!

See also, “How Realtors Define “Client Cooperation.”

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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