The title above is not so far fetched these days. A lot of homeowners are really up against different types of pressure and they need real help yesterday! Home sellers may have different needs, but they share one thing in common, they must get results! The needs of one seller to another may vary from job loss, terminal illness, death of a spouse, financial setbacks, divorce, relocation away from the area, an impending adjustment on a mortgage that the seller can no longer afford to pay, or just some other dire need. What the seller is requesting is a tall order. Their lives depend if you can sell the home or not! Marriages and families are in the balance. Can you really help them? Or is it just your ego want another sign in the ground? So if you received a call from a desperate seller that had to sell their home or else would you take the job? What would you tell them? Would you make a promise that you could really help them? What skills to you bring to the table that other agents do not? Have you ever sold anything before? If not…. is this really the time for on the job training? Would it be better to refer it out to another agent that could better assist them?
Sometimes we have been called to assist those in pending foreclosure or bankruptcy. The window of opportunity may be non existent or have already closed. If so, we pass it on. The sellers need as many facts as possible. Sharing the truth never hurt anyone, but promising hope and not being able to deliver could be devastating. A lot of life is not about a sale, it is about ability, and acknowledging our limitations. What type of agent are you? Could you help? Would you list a seller knowing how dire the situation is? Do you qualify?
Premier Florida Realty of SWFL - Fort Myers, FL
Southwest Florida Homes By The Sea
Interesting blog. It is often the case these days when we are to face a desperate seller. The Real Estate agent will have to be objective with the seller.Besides networking, a CMA, a market analysis, negotiating and advertising the property the agent must insist in pricing the property in the top 2 comparable in his or her area.If he/she isn't willing to list at an aggressive price then they can look for someone else.As you said we cannot promise hope specially if the price is not even close to reality.When we are dealing with short sales and they have 3 months before foreclosures for example it may get tricky specially as the lenders may or may not accept an offer that is close to the agreed upon asking price.They may the second time.These questions you raise are crucial.How would you answer these questions?I would say you better know what you are doing.Typically lenders will not divulge which price they will accept in a short sale. Of course they don't.You have to build a relation with the lender in person, and if you have any doubt that they will not work with you,or that it will not sell in a timely fashion you have to move on.You raise some very important issues.Thanks for sharing.
Sep 23, 2007 03:03 PM
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
LLoyd Nichols Thank you for sharing! I'd hire you! Decisions are made on facts not the tugging at the emotions of heartstrings! It is critical to remain objective and fact driven. Only thencan we help!
Sep 23, 2007 03:12 PM
Brokered by eXp Realty LLC - Weston, FL
Realtor CRS-Weston FL Real Estate
Jim,
If I was your client...I would have the utmost confidence in your services.
Sep 23, 2007 11:58 PM
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
Neal The Real Deal Bloom Thanks, but in the real world many don't, and the choose others. That is why I refer to the market as dysfunctional. More simply put...everyday I compete and you compete with an awful lot of BS! There were many listings we were interviewed for last year. The sellers were in dire straights, and many of them chose other agents to represent their needs, and on last look they are all still for sale. They have made double payments, two sets of taxes, utilities etc, and have gone through many rounds of price reductions! It is interesting, how the sellers have held on this long.
Sep 24, 2007 01:13 AM
Licensed Through Referral Connection, LTD. - Lake Zurich, IL
Jim: Very good post. I've helped two people this year in dire straights...to very good outcomes. What it takes now more than ever is honesty about the situation, as well as a client who is willing to be helped. And of course, a good solid marketing plan. I never make promises that I cannot keep and would certainly refer out business if I didn't think I was the right person for the job. It all depends on the exact circumstances, though, doesn't it? Because most times I feel as though I am the right person for the job!
Sep 24, 2007 01:15 AM
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
Kelly Sibilsky You will do very well in this business, and have a long and profitable career. It isn't as 
though we have to place a sign on a property to be successful. Getting a listing is not like climbing Mount Everest. Success is in the sale. Because we take a listing is not a guarantee that the home will sell either. More often than not it is not about lowering prices it is about meeting expectations. I like to think it out before I commit!
Sep 24, 2007 01:25 AM
Coldwell Banker Cascade Real Estate - Wenatchee, WA
Broker, ABR, VAMRES
Had one call last week. I viewed the property. Another agent had also viewed the property and lowballed a listing price. But before I take the listing we had a long discussion over what they would do next (when it sells) and how much time they have to sell. In the case a pending foreclosure. My experience is many borrowers are in denial in the foreclosure stage. So I felt it was important for them to see what they would do after the sold the home. Their answer was to buy another one with their equity... so we discussed the facts... not the wishes. Next week they are going to a) meet a loan officer to see what they could get (they will have about 40K for a down) and what the terms will be... also discuss waiting a year or more and the advantages that will bring... then they are going to a debt counselor with the BBB. When that is done we go back to discussing how to sell the home and perhaps listing it. The other agent promised a quick sale at a discounted price... well perhaps but the house needs work, it is on a crummy street, in a flood zone and next to a busy arterial... Oh, yeah... the other agent is a discounter too... I guess i have my work cut out. But even if they list with the other agent... they will have (I hope) learned something valuable from me and my recommendations.
Sep 24, 2007 01:47 AM
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
Perrin Cornell, ABR "we discussed the facts... not the wishes" Very smart! I love that line! When I am competing against another agent that says higher price and shorter time, I tell the sellers, put it in writing with the other agent in your listing agreement! Also write in special sstipulations in the listing agreement "At no time will listing agent request from seller a price reduction!"
Sep 24, 2007 02:14 AM
Brooks and Dunphy Real Estate - Oceanside, CA
"Baby Boomer" Retirement Planner
Jim, we can only hope that the inexperienced agent would refer but we know they won't. There should be penalties for "hurting" people.
Bill Roberts
Sep 24, 2007 04:33 AM
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
Bill Roberts Unfortunately it is the choice of the sellers. Many years ago I was called to assist a family that was really up against it. It looked as if we were going to get the listing, and at the last minute they listed with this othr agent that had a great line of BS! I knew the agent personally, and I also knew was run out of one state for real estate fraud. The modus operandi MO was, "if I cannot sell your home, I will buy it." Even though this agent has never bought anyone's home. I could not do that! I have a conscience and I like to go to bed at night knowing full well I did the best I could, and did not lie cheat or steal. I would be too afraid that a disheartened seller...who thought they had a seen a light at the end of the tunnel when there was none! I do not ever want to be responsible for someones suicide!
Sep 24, 2007 07:27 AM
Melissa Schnieders Photography - Wichita, KS
Jim - We are also seeing these crazy promotions. I've seen so many that claim to be able to sell a home in 87 days, or 60 days and even under 30 days or they'll buy it. I've also seen the gimmick of the flat fee listing. In most of these types of gimmicks, there is fine print that the seller won't see until he realizes he won't get what he signed up for. You do get what you pay for.
Sep 24, 2007 11:56 AM
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
Melissa Schnieders Great points! Before signing, seller's need to ask where it is in writng and highlight it so their attorney can review it! They should also ask for references, testimonials and cell numbers from the agents last 5 sales. I guess it wouldn't hurt to ask the agent how many homes they have purchased,a nd at what price will it be purchased. It all needs to be in writing to comply with state license law! I bet that would put an end to fraud!
Sep 24, 2007 01:24 PM
Rainmaker
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Jim Crawford
Jim Crawford Broker Associate Fredericksburg VA
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