Sadly, one of the most common reasons people sell their home is because they are getting divorced.  Fifty per cent of married couples get divorced. Often the situation is somewhat acrimonious. Each of the “wounded parties” might want to use their own real estate sales rep.

This can be a tricky situation. Often they pick a salesperson based on emotion and not logic. It’s understandable, considering it is an emotional time for both sellers. In order to give them the best service, you need to start with the mentality that, “I am the better choice.” Help them see the value in using logic and good common sense when choosing their salesperson.

The best approach is to make sure that you are making your listing presentation to both parties. It may take time to set this up but it’s usually well worth the wait. Be sensitive to their situation and at the same time recognize that the direct approach is the right approach. You need to know where you stand. Here are some great questions you should ask:

1. Mr./Mrs. Seller, do you have more than one salesperson that you are considering?

2. How will you decide which salesperson you choose?

3. I want to help you through this tough time. Tell me, how difficult will it be for you to agree on one individual?

4. What will be the best way for me to communicate with you both, after you list with me?

5. Do you feel I can sell your home? Let’s get the paper work started, shall we?

The key for you as a great salesperson is to make sure that you know where you stand in the decision-making process. Don’t be shy. Be confident and practice asking the tough questions. They need you. Believe me, they especially need your skills now. Remember, you are the best choice! No excuses.

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Don’t act your age. Recent surveys indicate the average age of a first-time home buyer in North America is 32.4 years. We know the average real estate salesperson is 52.6 years of age. There’s a bit of a gap there, isn’t there?

Forty per cent of all sales are typically to first-time homebuyers. If you’re not careful, there could be a costly disconnect due to the age difference. What to do about it?

Here is your action step. Most buyers start out on the Internet (over 93 per cent). Successful salespeople are Internet wise… are you?

1. Know what sites your buyers are searching… are your properties there?

2. Be very clear on how your leads got to you and expand on that source where possible.

3. Spend 30 to 60 minutes a day proactively engaged in some social media interplay.

4. Help your clients understand that you “get it”. Let them see firsthand that you are using current technology to help them achieve their goals.

Remember, perception is reality. You do not have to be a Steve Jobs, but you do need to be current. Make sure you are comfortable with your client at their level. Technology is here to help you. Use it to enhance your sales presentations. No excuses.

Bruce Keith is a leading trainer for sales organizations in North America. He was-trained in the corporate world as a marketing and sales manager for 15 years. His education then moved to 25 years in the real estate industry, 10 years as a successful sales rep  followed by the last 15 years as a keynote speaker, seminar leader, author and one-on-one coach. His high energy coupled with a “No Excuses Accountability” approach has helped thousands increase their production significantly. He says, “It’s all about Results”. www.BruceKeithresults.com