1. Denial – Deal with this at initial appointment! Fight through it best you can. Do not leave an appointment with listing with a client who is in this stage – or try like hell to make a dent in it by going over their motivation, and follow up/through on communication, documentation of listing activity.

2. Anger/Frustration – They express their “disappointment” in your services/results.

3. Bargaining – Seller begins giving you advice. I.E. “Let’s do an open house.” “Why don’t we do more flyers.” “Have you tried this or that…”

4. Disappointment/Depression – Very important not to stay here. Constant feedback and INFORMATION is key to combatting this and moving the client right through this stage quickly.

5. Acceptance – Get here fast!

Master these in moderation. Extreme “Grief” is like a death. Moderate “Grief” is home not selling. Sellers go through these stages.

It’s best to get them to number 5 fast!

SHORT QUICK & FREQUENT CONVERSATIONS ARE KEY. A OUTGOING CALL LASTS 2-5 MINUTES. AN INCOMING CALL LASTS 20.