Some sellers need a lot of coddling when they get the bad news that their house is not worth what they think it is.  I have found that an appraisal will help some snap back into reality, but there are those who need a second Crying manopinion.  So, I typically talk them into a home inspection to confirm the value as it's affected by condition. 

If those two reports come back with disappointing news, it may be time for therapy.  A seller who has lived in a cloudy and self-induced bubble can find himself/herself in a fragile state at this point.  A visit and a little hand-holding may be warranted.  A few empathetic words would be in order, and maybe even a good stiff drink could help.  During this time, a lot of listening will be helpful, followed with a few "Uh huh, uh huh(s)" and an "I know.  It's sad. I understand(s)," and a little "We'll make this happen yet.  You watch."

Then, a realistic price and a quick contract will make the therapy complete.  A smooth contract period followed by a quick and flawless closing will help the beleaguered seller begin to feel better, and before you know it the dark circles will disappear, his mood will improve, his sense of humor will return and he'll be ready to move on to his next home purchase.  A seller may need a little therapy to get him to closing, but we're in the realty therapy business.  So, no problem.   

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********************************************************************************

Mike Cooper, Real Estate Broker, Winchester, VAGive me a call for all your real estate needs, and let's make something amazing happen. 

Mike Cooper @ Cornerstone Business Group, Inc., 888-722-6029

 

Real Estate Sales and Property Management         

 

(Disclaimer:  All grammatical mistakes, punctuation breakdowns and misspellings are purely for your amusement and entertainment.   Feel free to cackle.)                                                                                                

 
Posted by Mike Cooper on 08/15/2012 07:56 PM   Comments (20)   Realtor Life in the ActiveRain Channel   buyer therapy  
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20 Comments on A seller may need a little therapy to get him to closing

AUG
15
866,661 Points 18 Featured Posts Localism Sponsor Attended Rain Camp Called Shot Master

Realty therapy is very time consuming and unfortunately, we don't get paid the bit bucks.
7:59pm • #1
554,595 Points 148 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Maybe we can have a surcharge, Joan. A session charge. I'll have to figure out how to work that in.  
8:02pm • #2
1,157,626 Points 38 Featured Posts Localism Sponsor Outside Blog Called Shot Master

Sometimes every job requires a bit of life coaching it seems. Great blog!
8:55pm • #3
586,663 Points 46 Featured Posts Outside Blog Called Shot Master
The Theropist is now in:).
9:42pm • #4
AUG
16
670,714 Points 8 Featured Posts Outside Blog Hit Router Called Shot Master

Morning Mike a little hand holding is not out of the question.  I'm not saying to guide them in anyway but communication is always a good thing.
2:09am • #5
988,227 Points 82 Featured Posts Called Shot Master

Works both ways in my field...........sometimes I'm the one who needs therapy after being the therapist.
2:11am • #6
650,435 Points 69 Featured Posts Outside Blog Attended Rain Camp

Isn't that what we do for a living Mike?  We walk people across the bridge of uncertainty.
3:26am • #7
1,054,279 Points 286 Featured Posts Outside Blog Called Shot Master

Mike, We've had sellers call and say "talk me off the ledge".  Not on a real ledge of course, but the stress of the transactions can overwhelm.  Part of our role is calming those concerns and keeping them educated on the process.
4:16am • #8
545,171 Points 120 Featured Posts Called Shot Master
Mike. I never thought to bring in a home inspector but now I see the value of the report. Homes that need a lot of work also have owners who may need a 'lot of work'. Good post.
5:06am • #9
648,969 Points 16 Featured Posts Outside Blog Called Shot Master

Good morning Mike. This is a terrific strategy to put things into perspective. Nicely done. my therapeutic friend.
5:27am • #10
554,595 Points 148 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Absolutely, Laura.  It seems like every deal needs a little.

I can Lucy with her booth and Realtor's license.  8-)

Well said, James.

And an adult beverage, Roger.

That's a great line, Conrad.

I had one in my office last night that was talking about how stressful it was to buy a house.  That was the first time we met.  They haven't even looked yet.  8-)  Thanks for the heads up.

It has worked pretty well for me, Valerie.
5:28am • #11
554,595 Points 148 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

I just did it a client who was convinced his price was right.  The appraisal made him question.  The home inspector got his attention.  
5:29am • #12
652,662 Points 70 Featured Posts Outside Blog Called Shot Master

This is one of the hardest parts of our jobs.  Delivering the bad news and having to manage seller's expectations and emotions.  Great post!  
6:13am • #13
554,595 Points 148 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

It sure can be, CT.  I never like to deliver bad news, but unfortunately, it happens.  Have a great Thursday.
6:15am • #14
729,877 Points 103 Featured Posts Outside Blog Called Shot Master

Hi Mike - You're right - therapy is just one of the many skills we need to do our jobs well. And you're also right that the key element in therapy is listening. Nice post.
7:13am • #15
275,890 Points 17 Featured Posts Localism Sponsor Attended Rain Camp Called Shot Master

My broker is fond of saying people don't care what you know until they know that you care.  Hand holding and empathy helps!
8:30am • #16
307,139 Points 32 Featured Posts Outside Blog Called Shot Master

Hi Mike, I've long believed that Realtors should ideally be required to take some psych classes, too! It takes good listening skills and the ability to look beyond the facade - literally - to make things happen. 

Having to deliver bad news is def. my least favorite part of this business.

P.S. All is wonderful and we are having a blast!
8:33am • #17
554,595 Points 148 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

And we thought we were the only ones who need therapy, Dick.  8-)

Yes it does, Kathryn.  If that doesn't work, a shovel handle is helpful. 

That might a great seminar session, Andrea.  We'll sign you up for the Reboot in Bethesda this September.  8-)
10:58am • #18
306,123 Points 6 Featured Posts

We are 24 hour firemen.  It gets hard to manage this to closing when one party decides to be unrepresented and hid behind their attorney.
1:52pm • #19
554,595 Points 148 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

We're fortunate that we don't have to deal with that down here.  Yea!
2:46pm • #20


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