What Type of Seller Are YOU?

Over the years I have met hundreds of sellers and many of them are delightful, motivated people, eager to move on with their lives. They will work with me to prepare their home for sale, price it right, and allow it to be shown with a sign hanging smartly outside. These are the folk, who I know will go the extra mile to ensure that lights are on, animals are absent, beds are made, bathrooms are sparkling, and their house is in clean and neat condition, inside and out. However there are many sellers that over the years I have learned may not be worth dealing with in the long run.  No I’m not desperate for a listing, I’m in business to sell my listings and have come to realize that there are 5 types of seller that I’d really not do business with.

The first (and this is in no particular order,) is the seller who is truly incapable of moving on. They are so attached to their home, that whatever offers may be forthcoming, it won’t be good enough for them. Case in point:  A week after listing a beautiful home we received several offers, one full price and cash. When I arrived to discuss the offer, the wife met me at the door in tears, (never a good sign.) She led me into her husband’s office and fled. He proceeded to inform me that they wished me to remove the listing from the market as they had decided not to sell.  HIs wife just couldn’t bring herself to leave her friends in the neighborhood.  No I couldn’t have foreseen this one, but now I am more cautious and ask more questions as to where and why they will be moving.

Second is the Real Estate Expert. An appraiser friend of mine summed up this seller type recently by sagely telling me that all sellers are experts until humbled by the market. It’s difficult for many sellers to evaluate their home objectively.  With money, time and work invested over time, it’s not uncommon for them to overestimate the value. I rarely agree to list a property which is grossly overpriced, as it’s not fair to either the seller or my wallet. Yes it does cost money to list a property for sale, the more marketing provided, the bigger the cost. So it goes without saying if I’m going to do a good job for you, it will cost me to do so. The seller who lists his home with the agent who will do so at his price is likely not getting much marketing other than lots of open houses for the agent to capture buyers looking for reasonably priced homes! (I don’t do open houses. EVER.)

Third is the seller intent on self-sabotage. They usually have been listed with several agents and even though the price may be right, something is stopping them from selling. By asking why they weren’t happy with their former agents the truth will usually come out. There’s nothing that can overcome this one…move on.

Sellers who have absolutely no respect for their agents are another group to be avoided.  Some will even have tried to sell themselves before bringing in an agent, but will always find fault with whatever we do. This type of personality begrudges the commission they will have to pay when they sell, and are convinced that they can do a better job. Unless a seller really understands all we go through to bring about a sale, then I’d rather move on.  Better for them to go it alone until they wake up and discover just how difficult the entire process it.

Finally there’s the blamer. As much as you give a client advice, they ignore it and then refuse to take responsibility for doing so. Everything that happens is someone else’s fault, they love to play the victim.

What many agents take the time to do is to decipher the personality types of their clients by learning the different personality types. DISC is a personal assessment tool used by many to improve work productivity but also develops an overall understanding of behavioral types. I’ve often said that all real estate agents should have a PHd in Pyschology given some of the situations we find ourselves embroiled in. Dealing with most people’s largest investment, divorce, death, marriage and families is never easy and we get involved with it all.

I’m often asked what’s the most difficult objection to overcome when presenting my company’s offering to a potential seller. It’s without a doubt the sentence I wish I had a dollar for for each time I hear it.

“I’m not giving it away.” Is the most uttered sentence by sellers. We’ll Mr. & Mrs. Seller, it’s the market that sets the price, not the owner. Find yourself an honest, diligent agent who isn’t afraid of telling you the hard truth and explaining in depth how they came to the price they are presenting. Only the very best of agents will walk away from a listing. Simply put, they don’t need you. However, before you send them packing you may consider how much you need them…

originally posted at What Type of Seller Are YOU?