Once many years ago, a real estate agent showed my first ex-husband and I a rental. As soon as I walked in the door, I knew it was completely wrong. The good thing was that it was near Kennedy Center, where my ex played in the orchestra. The bad things? It was a tiny wee basement unit with no light and no closets. And the place smelled awful.
I immediately said, "Sorry, no way!" I needed to get out of the place to avoid a claustrophobia attack.
But wait! This agent, probably a newbie, felt it his duty to address my objections.
Strong light bulbs? Don't think so.
Moldy basement smell? It can only be gotten rid of until the next big rain.
No closets? I could get rid of some stuff - but not nearly enough.
Itty bitty space?
OK, you get the idea.
A big part of our job is to figure out when a buyer is raising concerns that could be fixed. This might include paint colors, kitchen appliances, and other things that can be changed for not a lot of money. And it might be a good idea to point out the easy fixes.
But another big part of our job is to know when to get them out the door and onto the next house STAT!
If the location doesn't work the house won't work. If the room arrangements are all wrong, the house will probably not work without a spending a boatload of money on the place. If they need a garage and it has street parking and is landlocked, it's better to move on.
And if you are holding an Open House and I bring clients who are reacting with no enthusiasm, please don't start the Overcoming Objections Dance with them! And I promise that in the future when our roles are reversed, I will return the favor!