Your real estate agent can't sell your house - let's dish about this one
One thing that always has and always will amaze me is the belief that both agents and homeowners have when it comes to who sold their house.
Agents always take credit for the sale... "I sold Mrs. Smith's house last week"... or the seller gives credit to the agent for the sale... "Linda from XYZ realty sold my house"...
Neither are true... The real seller of a house is ..... "THE HOUSE" yes my friends argue this one with me if you wish but you will be wrong... If this was not true why all these post about Staging, Fixing, Clearing Clutter, Easy Access, Front Doors, Curb Appeal, Granite Kitchens, Wood floors, No Odors ... you get the picture...
I've been doing this for over 35 years and trained thousands of agents and I'm sure about this one... "THE HOUSE SELLS ITSELF"
However the house speaks one language and the agent speaks another. The house speaks to the heart, the agent speaks to the brain and calms the buyers fears... A top agent is a master at dealing with "Buyer Remorse"... "Naysayers"... "Skeptics"... "Salespeople haters"... A top agent believe with all their heart in the many benefits of home ownership and confidently shares those beliefs with terrified buyers constantly reassuring them that they are making a wonderful decision...
Stay with me... Yes it is true that the agent shows the house to the buyer... hopefully the agents shuts their mouth while doing so and allows the buyer to have a personal visit with the house... they let the buyer take the lead, which gives the buyer room to have a personal relationship with the property... they let them fall in love... A top agent knows that there is no need to tell a buyer... this is the kitchen, or this is the living room unless God forbid the buyer is blind and can't see for themselves what room they are in... the buyer must become attracted to the house and will do so a lot easier if the agent is quiet and speaks only when asked a question or to point out something that is not known unless they do... the job of the agent is to observe the reaction a buyer is having to the house... Now as soon as the buyer gets that funny "I love this house feeling" in their gut their brain kicks in, "are you crazy, this house is to much money, are you crazy this house needs new carpet, are you crazy the taxes are too high"... get the picture... been there done that a million times...
So the agent's job is to point out to the buyer that their heart is telling them the truth and their brain is in a "Fight or Flight High Alert Mode"... which it always does when we are put in a position that we are not comfortable with... right????
Once the buyers are in love... the "HOUSE" has done it's job and looks to the agents for closure... But if the "HOUSE" has not done it's job no agent in the world can get it "SOLD"... It's a team effort my friends... so sellers your job is to make your house lovable and then hire the best agent around to get the buyers to the altar...
When I was a fairly new at this game I always used Tom Hopkins M&M technique and it worked every time... I would put M&M's in a prescription drug bottle that I got from my pharmacy with a Buyer's Remorse Label on it.... Once I finished the paper work (and in those days we sat across from the buyer and we all signed together) I would hand them the Buyer's Remorse bottle... they would either laugh or look at me like I was crazy when I told them that if we were fortunate enough to secure the property for them it was very likely that they would have a Buyer's Remorse attack... if so they were to take two M&M's and call me immediately... the guys would always give me that smirky little look (you're kidding me right) but guess who would be the first ones to eat the M&M's and call me scared to death... Try the M&M technique... it works because it prepares the buyers for what most often happens when a buyer faces the fact that they just may have bought a house and it makes them feel comfortable with their feelings and also puts the agent in a position to calm them down at a very critical time in the home buying process... Buyers Remorse has stopped more people from buying perfectly wonderful homes than anything else I can think of... Top agents know how to deal with these heart killers....
So that's my dish... now where's my points!!!!
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