-
Quick Tour
Connect. Share. Learn.Welcome to ActiveRain, the #1 social community for real estate professionals.- Explore the world's largest storehouse of real estate knowledge
- Access free training on ActiveRain University
- Share the experience of life in the real estate industry
- Grow your business through real estate blogging
- Blogs
-
Resources
Product Reviews Curious as to what others in your profession think about a certain product or tool? AR's community takes the time to leave honest and transparent reviews of their experiences so you can be a bit wiser about your purchase.
- Broken down by categories and subcategories for easy finds
- Get an unfiltered look at what real users are saying
- Leave a review yourself for others to benefit from
- Add new products as you use them and gain points for doing so
|
Posted by 
;)
;)
;)
Find TX real estate agents and Austin real estate on ActiveRain.
Disclaimer: ActiveRain Corp. does not necessarily endorse the real estate agents, loan officers and brokers listed on this site. These real estate profiles, blogs and blog entries are provided here as a courtesy to our visitors to help them make an informed decision when buying or selling a house. ActiveRain Corp. takes no responsibility for the content in these profiles, that are written by the members of this community.
© 2013 ActiveRain Corp. All Rights Reserved
230 Comments on "I Hate to Be the Bearer of Bad News, But...." - Delivering the Truth to Our Seller Clients
I will be delivering bad news tomorrow. Thanks for the reminders!
www.REChamp.com/agents
http://www.youtube.com/watch?v=mXUOg8mbb8U
You do not have to give sellers bad news-give them a full price offer now!
Great post and so true! Lately it seems that most of the sellers I meet with aren't necessarily happy about the value of their homes, but I'm always up front about it. And I use #4 often. :)
Jason, You are so right - honesty is the best policy. I believe one of the reasons real estate agents aren't held in the highest esteem by consumers is due to the "get the listing / sale at any cost" mentality of some agents. As I firmly believe, that attitude needs to change. I hope to help change it!
Jason, as everyone has noted, the truth is always best.
Jason, as everyone has noted, the truth is always best.
Jason... you said "direct and honest" ...I agree are
not only the best policy for the immediate situation,
but the foundation for a good future relationship
based on trust.
Sometimes you have to be the bearer of bad news. I've had to do it in the past. Some accept it and others.. Well you know the outcome.
Hello Jason,
Love the post.
In my five years I come to realize that terminology and choosing the right words is critical. I like to view the home first before I go over numbers with my prospects and then as we sit at the table and after I told them about the nice features of their home; I say things like "Now lets see what THE MARKET" shows us your home is worth. I take myself out of the equation at this point and point it right back where it belongs, on the market.
When addressing objections, I also like to use analogies that they can understand like; If you are going to super market to buy a gallon of milk and Kroger has it for $1.99 and Albertsons has the exact same milk for $3.19, where would you buy your milk? They say well Kroger of course. They I go on to say, lets say that Albertsons puts on a carnival in the parking lot but is still selling their milk for $3.19; where would you buy your milk? I usually get things like I love to check out the carnival but then I would go across the street to Kroger to buy my milk. Then I use the phrase given to me my first year in the business; "Over priced listings sell other peoples houses".
I recently read an artical that mentioned how to use the prospects own reason for selling to keep them focused. The artical went on to say that you should ask them why they are moving, but don't stop there. Ask them to tell you in their minds eye what that would look like to them. Having this information for me has really helped because it as allowed me to bring them back to THEIR reason and vision of why they are selling in the first place.
Keep up the rain! www.starstatehomes.com
Such a great reminder. With the way the market has changed, I know many sellers are very disappointed with the numbers their agent gives them, or what the buyers offer. But not telling them the truth in front is really only going to waste your time and theirs, so do at the beginning (then make your quick exit if needed!).
really important post, i send e mails out to my agents on and off and one was about telling the clients the truth, no matter how hard it is. we don't want to hurt their feelings but what if the doctor told you your blood pressure was fine or your labs came back great because he didn't want to upset you, or lose you as a patient. a professional needs to be a professional and i think sometimes we forget this.
Hi Jason, I just got a call from a seller who I gave a CMA to 3 months ago. I said his place might sell for $625-$635,000. He did not like my suggestion and when with an agent who "bought the listing' by saying he could get $725,000.
Thw seller reduced his price 4 times, finally down to $675,00, had over 40 showings and no offers! He called after it expired and said I could have his listing if I still wanted it.
I said,"what price?, he said "$665,000 and for 60 days" and I said "No thanks!". Some sellers just don't get it.
Good, direct communication that is considerate always wins the day. I've had people decide not to list, then rethink as the days, weeks go by. I think that will happen to some potential sellers over the winter in particular.
In the current Arizona market you better be able to spit out the truth! I think that even if the seller's get defensive, which we all know they sometimes do, reality does sink in and they have a much higher level of respect for your professional, accurate and honest advice.
Taken from an episode of 'Two and a half men', Charlie had women eating out of his hands by simply saying; "I understand." Even when he didn't, he still said it to them and they just doted over him. I admit, I use that more and more since I saw that episode. It seems to work and what's more....I usually DO understand. debra edwards Highlands/Cashiers, N.C.
Excellent tips! Thanks!
Excellent tips! Thanks!
So here's an angle that I don't see anywhere else in the comments. Hire a home stager! We can help the client get the absolute most for their home, even in tough markets. We don't cover problems up... we identify them and encourage the seller to address them.
We also protect your relationship with the client by handling tricky conversations for you, plus your image is given a real boost for bringing a specialist into the mix.
You will likely be able to list for more, and staging costs WAY less than even the first price reduction would.
Give it a try.... what have you got to lose?
I will follow-up with Christine's comment......Yes, not only can we deliver the 'tough to say' words with professionalism, we also know how to improve the marketability of the home. Sellers take it very well from those of us who are Professional Home Stagers.....they are used to see it on HGTV. Realtors do not have the same impact (usually) and rarely will a homeowner look to you as a decor expert. That is the TRUTH.