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30 seconds and a few words = turned off buyers.

"Seller will give carpet allowance to buyers with accepted offer".

"Garage door will be replaced before closing if offer is acceptable."

These 2 sentences were probably entered into the public information
of a home listing to reassure a potential buyer but had the completely
opposite effect.

The potential buyers put those listings in their trash bin and chose
to view listings that had the following sentences instead:

"This home has many updates:..."

"Clean well maintained home..."

"The curb appeal will draw you in, the condition of the home will
have you reaching for your checkbook!"

Accentuate the positive. The first step to a successful sale of your home
is getting the home buyer inside your front door!

If items such as worn carpet or a damaged garage door are an issue to a
home buyer he/she will let their agent know. It can then be addressed
during negotiations.

Don't turn off a potential buyer in 30 seconds with a few sentences that
you thought would be reassuring.

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Posted by Kris Wales - Macomb County MI real estate blog & homes for sale search site on 03/03/2008 07:04 AM

Comments (23)

macomb county, chesterfield township, real estate agent, sell a home

This post has been included in Michigan Information Macomb County, MI Information

23 Comments on 30 seconds and a few words = turned off buyers.

MAR

2008

Kris, Those words would be enough to turn off most home buyers in this market. Talking about not taking a pro-active approach. I see that you are putting color text in your posts. I guess your "tutor" taught you a few thing.

So true, if I have anything to add, I leave it in the house, after they are already there, like a list of upgrades or what the seller is willing to do. You have to get them in the door first.

Kris, at that the truth? So many listing even have negative language in them. Hello. Do we want to sell a home or make excuses for it...Great post.

Yes....nice post....but now Im curious as to how you got your color in your post. Niceeeee postttttt!.

Very smart idea. Disclosure is important. I think agents either don't know or have forgotten how to list in a buyers market. Hey Kris, off subject...how did you create your "contact Kris button"?

Good post - every edge is important today.

Never saw it the way you did. But I have to say you are correct.

You ever notice how fast food places don't post the nutritional information on the marquee? It is only available once you're inside the door. Public information in the MLS is your marquee--get 'em to come see what it is like...don't mislead or give false info, but get 'em in the door!

Kris hard to work with the objections when the seller provides them for you.

Michael: My darling tutor didn't teach me that :-) With so many homes on the market a few choice words can turn off a potential buyer so quickly. NOT worth the risk.

Missy: Absolutely. I had one seller want me to put something in about a carpet allowance once and I advised against it. They agreed after I explained to them about not turning off a buyer before you got them in the door. Their home sold. With no carpet allowance. It was a non-issue to the buyer.

John: Thank you. Sometimes I read the listings and do a mental head-thunk. I feel badly for the sellers even though I realize their intent was something else.

Larry: Thank you. I used this link for my html "classes". (Note: You do have to switch from WYSIWYG mode on the post itself to HTML to add the correct codes. SAVE your post first in draft mode before making that switch.) http://www.pageresource.com/html/basic.htm

Dorene: I found a free button creator using Google. (I can't find the link now..I'll hunt it down for you though, although there are several out there to choose from.) Then I save the button I created as a photo. After you create a post upload the photo and use the link feature on the toolbar and `oila! Please feel free to email me if you'd like more help.

P. Timothy: Thank you. What we have to remember is this: As a sellers agent we work for the seller. Getting a buyer in the door is soooooooo important!

It is the slight edge changes. Great post.

John: Thank you. I think one of the reasons that I see it this way is because I work with buyers so often and do ask them "Why did you choose these" or "Why not these" to see?

Kent: Exactly! You put it perfectly. Heck, you should have written this post :-) There is nothing at all misleading about accentuating the positive. Why point out the negative? It may NOT be negative at all to a buyer after all..what is one persons junk is another persons treasure.

Nannette: Isn't that the truth! Awesome reply and addition to the post.

Lynne: I thoroughly agree and it's so simple to do. Thank you.

Kris... even not being a realtor, this seems to be common sense. It just makes you wonder what some people think sometimes.... good post and awareness for other realtors.

Kris, I think in this buyers market I would take it one step further and fix the garage door and replace the carpeting...I guess it depends on your market but you are so right, don't focus on any negatives as you won't get buyers even in the door!

Jeff: It does seem to be common sense doesn't it? No one ever intentionally sets out to discourage a buyer, but unintentionally it is happening and they are not aware of it.

Diane: For those who simply can't afford to replace/repair there are probably some very good features about a home that can be accentuated. Thanks Diane.

Kris, right on spot! I have a couple of listings that need a little care, but I don't have that information in the MLS. When the buyers get there, they will find out that some doors are being replaced or other little updates will be performed. My job as the listing agent, as you pointed out, is to get them in the door and negotiate from there.

You are so correct. Why set the negative tone and get "culled?" Besides some issues are not that expensive to fix up front.

Kris, great points. I've done the carpet allowance thing, but I always put that in the agent remarks, not the public.

MAR

2008

Kris, I'm going to try to do a button now, you've inspired me! And you are so right about marketing a home in a buyer's market. Before we ask for the offer, we are need the buyer's attention.

Lisa: Thank you. The purple door that needs a coat of paint may not be a turn off to some buyers. Why state "purple door needs paint" and drive people away?

Gary: You are SO right. Most buyers expect that they'll be repainting and recarpeting. It usually is a non-issue.

Mike: I've seen people with the "full" listing sheet instead of the buyers format.

Marlene: Absolutely. Good luck with the button!

MAR

2008

Kris, you are so right about eliminating the negatives to get them through the front door! It's so much easier when sellers just do the fixes themselves.

MAR

2008

Patricia: It is much easier when those things can be taken care of, but when they can't for one reason or another, why point out what may NOT be negative to someone? Doesn't make sense..

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