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How to treat real estate worrywarts

Realtor Notebook

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Editor's note: Meet Teresa Boardman at the upcoming Real Estate Connect conference in San Francisco, which runs from Aug. 5-7, 2009. She will be available to meet with conference attendees from 12:30 p.m. to 1:30 p.m. on Thursday, Aug. 6, in the Palace Hotel's Ralston Room. Click here to send Teresa a message. A few years ago I was telling sellers I could sell their home quickly and for a good price. That is what they wanted to hear then and that is what they still want to hear. Sellers expect my listing presentation to consist of all kinds of information about how fast I can sell a home, and seem disappointed when I don't tell them that I can do anything. These days I end up having a conversation with sellers outlining how it all works and what to expect and, of course, going over my services and fees. I also find myself spending a bit of time going over the things that can go wrong -- maybe too much time. It pays off when there is a problem and they are prepared. If ...