Most sellers approach the agent interview as a receiving exercise. The agent presents. The seller listens. A price estimate and a marketing package get offered. The seller compares them and chooses. What almost never happens is the seller asking the questions that would actually reveal how that agent works.What sellers are missing is not in… Read More

Agent changes do not usually begin with a dramatic failure. They begin with a slow accumulation of smaller ones - missed follow-ups, vague updates, a price reduction conversation the agent initiated too quickly, a growing sense that the campaign is drifting. By the time a seller decides to change, they have usually been dissatisfied for longer than… Read More

A property sale negotiation does not begin when the first offer arrives. By the time an offer is on the table, the conditions for that negotiation have already been set - by how the campaign was run, how buyers were managed, and how much competition the agent built before anyone wrote down a number.The quality of a negotiation outcome is al… Read More

Sellers who approach agent track records as transparent performance data make worse agent selections than sellers who approach them as curated marketing material. The difference is not cynicism - it is the appropriate calibration for a document that is prepared by the person being evaluated.The goal is not to distrust every number an agent … Read More

The relationship between inspection attendance and competing offers is not automatic. Something has to happen in between - and that something is almost entirely the responsibility of the agent.The open home is visible. The follow-up is not. Sellers see the number of groups through. They do not see whether those groups were contacted afterwa… Read More