Telling a Seller that their house smells like one of their 4 cats had an accident (every day for the past 2 months) or that their intended list price is not recommended (clinically insane) or the family room wall they turned into a 15 x 8 foot scrap book of all their relatives, both living and dead is "really something" (to scare the Gen Y buyers away), is just part of selling real estate.
Most of us grew up being told it was rude to point out something that could hurt another person's feelings. "Niceness" is a wonderful attribute, and especially valued here in the Midwest. But, when clients are selling their most valuable investment, skirting lightly over an important issue or dropping the subject as soon as they present an ill-advised or flawed reason for making a bad decision, isn't really being kind.
My varying roles as a buyer, seller, investor, agent and office staff member have allowed me to identify one of the most important traits of a really good real estate agent; They give their full and professional assessment of a situation to their client, rather it will be easy for them to hear or not.
Obviously, being the bearer of bad news isn't a fun part of anyone's job, but sometimes it is necessary to do a good job. Effective agents have the confidence to deliver all the information that their client needs to know. They won't select only the most expensive comps for their analysis just because the client refinanced to 100% LTV a few months ago. They don't say nothing when the seller points out a broken garage door and says, "Just tell people we will fix it before closing." They don't give false hope that the out-of-date wallpaper and lack of decorating won't hurt their sale price or length of time to sell.
Ultimately, it is the Sellers' choice to accept their agents advice or not. But, if they don't have all the information they need to make a wise decision, their odds of a successful sale revert to chance or luck instead of a solid plan based on professional advice. Fortunately, I know our agents value presenting the full truth along with a spoonful of sugar to make the medicine go down. But, their real expertise is evident because they are sure to administer the full and recommended dose.
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In Tucson we find many agents listing homes at prices out in the stratosphere. They list the house at the price the Seller suggests. They figure, in time, the Seller will reduce. Meanwhile the Seller is chasing the market and it is worth less than it would have been, had the Seller priced it right to begin with. What annoys me the most is that many of the top agents do this and it is like they are throwing a bunch of listings on the wall and figure some will reduce and then sell. Unfair to the Seller and actually unfair to other agents who gave the Seller the honest assessment. The Sellers hear what the want; they see the agents' stellar past credentials selling umteen houses during the great past market, and the Seller lists with them because they told them that the price they wanted to list the house is fine. And people wonder why many real estate agents have a bad reputation. Honesty is the best policy. I will always give a thorough and honest evaluation and I will tell them if their house has an oder, if they need to stretch or replace their carpets, clean their windows, paint, etc, etc. And they have to price it to sell. The comps studied most closely must be homes that have closed in the past few months and not the houses that are sitting on the market for sale. I try to say it nicely....but it must be said.