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A seller may need a little therapy to get him to closing
Some sellers need a lot of coddling when they get the bad news that their house is not worth what they think it is.  I have found that an appraisal will help some snap back into reality, but there are those who need a second opinion.  So, I typically talk them into a home inspection to confirm the value as it's affected by condition. 
If those two reports come back with disappointing news, it may be time for therapy.  A seller who has lived in a cloudy and self-induced bubble can find himself/herself in a fragile state at this point.  A visit and a little hand-holding may be warranted.  A few empathetic words would be in order, and maybe even a good stiff drink could help.  During this time, a lot of listening will be helpful, followed with a few "Uh huh, uh huh(s)" and an "I know.  It's sad. I understand(s)," and a little "We'll make this happen yet.  You watch."
Then, a realistic price and a quick contract will make the therapy complete.  A smooth contract period followed by a quick and flawless closing will help the beleaguered seller begin to feel better, and before you know it ... more

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