When going after a new listing, it’s easy to get caught up in the “I can sell this place no problem” mindset. You must after all convince your potential client that you can in fact sell their house quickly and for top dollar. From the moment of your initial listing presentation, with your own words and posture, you are selling yourself on that very concept. Then 2 months, 20 showings and no offers later, you are talking price reduction. Here’s a simple way to get it gone quicker: Think like a buyer.
We all hear a lot about curb appeal and that is important. But what about porch appeal? There is an anxious moment when the agent is fiddling with the lockbox and the buyer is standing there looking around. What does he see? Cobwebs or freshly cleaned light fixtures? A recently power washed exterior or mold left over from last Spring? Dull and dreary or a little pop of color? This first impression is even more important than what they think when they pull up.
Once they’re inside, buyers tend to look for problems rather than solutions. Especially couples. We are married therefore we disagree. If one partner is getting fired up about a place, it’s kind of the other one's God given right and responsibility to put the brakes on. When your wife shows you a pair of new shoes, what’s the first thing on your mind? “How much?” When your hubby says he’s going out for poker night…same thing right? If one partner is looking like they are ready to spend $500,000 over the next 30 years, you better believe the other one is looking for reasons not to! Be that partner for your seller. Why would I not want this house? What little nit picky stuff can I find to object about? Walk around with a note book and write down all the little details you’d be reminding your starry eyed spouse of. Take those to your seller and be honest first, kind second.
But do be kind. This is in fact, your seller’shome. It means more to them than it does to you. No matter how much you value the listing or how important the commission is to your bottom line, this home and getting it sold is vastly more important to your client than it is to you. It’s their kid’s new school district on the line here. They’ve made memories here they will never forget. And it can be tough to detach emotionally from that. They are also the ones who must put their lives on hold and clean like their Mother in law is coming at the drop of a hat. It’s tough having your home on the market. So do be kind. But remember, they will only see it as kindness, they will only see you as a trusted friend if you can be honest enough to get the job done. Otherwise, all you really did for them was throw them into emotional turmoil for 6 months. Keep them focused on the end goal. Help them understand that it will all be worth it once it's done. And remind them and yourself that the only way to achieve that goal is to think like a buyer.