In this business, trust and expertise are interdependent. The basis of the client-relationship, that is, the exchange of value, is the agent’s ability to assist the client in achieving his/her goal(s). However, without trust, what amount of confidence does the client actually place in the agent’s expertise? Very little, most likely. Genuine acts of service, whether directly or indirectly related to the job, generate trust in the agent’s character and, by extension, the agent’s competence. The National Association of REALTORS® “Profile of Home Buyers and Sellers 2012” has many powerful statistics, all which are worth reviewing. That said, the study on agent services most sought-after by seller clients has some stimulating implications. Stimulating because they don’t necessarily reflect the services I think agents most frequently emphasize in listing presentations. When reviewing the percentages below, it’s apparent sellers care about the difficult stuff—they want the results. Even so, they’re also looking for someone they can trust to help them achieve their goals. Some of this stuff can’t be guaranteed, but that doesn’t mean it shouldn’t be discussed. In fact, I’d wager that being open and honest about the whole process, including the things you can’t ultimately control, will help build trust.

Top 4 services sellers most want from real estate agents:

  1. Help sell the home in a certain timeframe: 22% of Sellers Demanded
  2. Help the seller market the home to prospective buyers: 21% of Sellers Demanded
  3. Help find the buyer: 19% of Sellers Demanded
  4. Help to competitively price the home: 18% of Sellers Demanded

(This data is from the National Association of REALTORS® Profile of Home Buyers and Sellers 2012 report)

Jason Pantana, Realtor, Speaker, NashvilleJason guides real estate professionals through current and emerging trends in consumer behavior, sales and marketing, and entrepreneurship. To invite Jason to speak or to schedule a consultation, visit: