Realtors don't sell homes, they help clients to Learn about the home, and then if it's a fit, we help them through the purchasing process.
Thanks to Teresa Tedder-Overcash of Wilkes County, North Carolina, for sharing her experience about an experience she had.
I had a listing recently that sold. During the listing period we had several showings. One common complaint was that the ceiling in the living room was unattractive (popcorn with a few imperfections) and the steep driveway. When I passed this along to the seller after a showing, he said "Did you tell them about the large kitchen and the new windows?"..........Im sorry, what? Lets see:
Buyer: I dont like the steep driveway and the ceiling in the living room because of the imperfections
me: Well, dont you worry about that drveway ma'am. You just keep thinking of those new windows as you pull in, okay? And the ceiling in the living room? Well, just run and stand in the kitchen each time it bothers you. The kitchen is so large that it will make you forget about the ceiling in the living room!!!
Is that what he meant? When I asked him "what do you mean?" he said "I know you can sell over that!!!"
I dont try to "sell over" things. I acknowledge the problems and agree with the buyer. Then I tell the buyer that we can make an offer and ask the seller to repair the ceiling or ask for a credit. There is no fixing the steep driveway. It is there now and it will be there forever. Someone that likes the location, the price and the amenities will decide that the driveway is a small price to pay to get what they want. Someone that has been a victim of a flood may LOVE being up that steep hill!! Someone that doesnt like to have company will love that steep driveway because it will scare anyone without their pilot's license! But, there is no selling over it. I dont present things in a "sales like" manner. I present things objectively and make sure the buyers see the good as well as the bad. After all, if the listing agent does their job and prices it right, we should be able to see all the good and all the bad and decide it is the best deal in that price range!! Buyers dont expect perfection, they want a home that fits their needs and wants. Different strokes for different folks!
I didnt have the heart to tell the man that I dont sell houses. I help people make the decision as to which house is the best for their needs. In this case, his house didnt make the cut. However, just the very next day, the perfect buyer came along!!!
What about you? Do you sell houses?
Carolina Realty of Wilkes, Inc