It might come as a surprise, but as a realtor, you need to conduct research on your seller. Just like any sales relationship, the stronger it is, the more chance you have of achieving the desired outcome. Ask the seller about their property, their motivations for selling it and what they hope to get out of the experience. Not only will this strengthen your relationship, but you’ll also gain a sense of their urgency and expected timeline around the sale. Other questions you must ask the seller during your first meeting are what their financial expectations are for the property, as well as asking them to bring along records like tax, title, and insurance for the property (make sure you make copies of these documents). If there are any skeletons in the closet about the property (such as unpaid taxes) now is the time to find out so you don’t get a surprise from the seller down the line.

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