What do owners of expired listings really want to know about you and your real estate services? The answer may surprise you. Barb Van Stensel, an agent for Keller Williams in Chicago, shared an interesting piece of data about what she is hearing from the owners of expired listings these days. The first question is not, "Why didn't my house sell?" or "What are you going to do that will get my house sold?" Instead, the question that Barb is hearing repeatedly is, "Do you have a second job?" These sellers, whose properties have been on the market and have not sold, are justifiably concerned about their agent's ability to help them close their sale. When a seller asks whether an agent is part time or full time, the real issue is whether the agent has the...
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