21. Lack of Future Interest. Many buyers often feel the owner has no future interest in them once the sale is complete, whereas the Realtor does. The owner sells, moves away, and no local or personal contact information is provided in the event a future problem arises that was not evident at the time of the purchase. The buyer knows the Realtor has future interest in them as a satisfied client, as a source of referrals, and in the event the buyer then needs to sell themselves and has to move in the future. The propsective buyer accepts far more readily the representations of the Realtor than a homeowner who has personal stake in selling the home. Wth some buyers, this knowledge or supposition of a lack of future interest deters the buyer from negotiating directly with an owner.
22. "Grain of Salt" Problem". Many buyers feel sellers are not objective about the sale of their home and are emotionally attached, whereas Realtors are not. Emotional involvement means the owner sees everything about the home in a more favorable light than what might be objectively justified. As the old addage goes,"Take what they say with a grain of salt." Sellers tend to see the home in the light of what the home meant to them and not from the perspective of the buyer. The sellers have gotten used to things that a buyer would not like. They are emotionally involved and cannot see their own home from the buyer's point of view.