Get Permission--then tell 'em what they need to hear.

By
Real Estate Agent with Door County Realty Inc.

Get their permission…then tell ‘em what they need to hear.

I went on a listing appointment last week and came away wondering, what do agents tell their clients about showings and feedback?


Get Their PermissionThis listing had expired from the market and the owner called me to see, “What I would do differently than her former agent”.  I happily scheduled the appointment and had a great conversation with the owner about her goals to sell the property, why she was selling, what she wanted from an agent, and how my marketing and seller success plan could bring a buyer and achieve sale success for her.

One set of questions I aways ask of an owner whose property had previously been on the market is: 1) did you have any offers; 2) if no, why do you think not; 3) what kind of feedback did you get on the showings you had.

This seller had no offers and wasn’t sure why.  She told me the feedback had been that people loved the house but really wanted, “hardwood floors and granite countertops”.  I asked a few more questions trying to flush out some other objections she may have received.  There were none.

Now, I know that to not be correct—at least from the standpoint of an agent providing feedback to the listing agent that was beyond ascetics.   You see, I’d shown this house a couple of times and provided feedback to the agent that did not include my customer wanting hardwood and granite.  The feedback discussed some deficiencies in the floor plan—objections that I know surely every other buyer would have had.  I asked the seller for her permission to tell her what I knew about the house and what feedback I had during the showings I attended, she agreed, and I explained those objections.  She’s never heard of those, which again amazed me because the two items I outlined for her are paramount for every home buyer.

So, I wonder, why would an agent fail to share that feedback.  It was substantive, and offered more than once, and would surely have supported the need for a price adjustment in the property—because the deficiencies/objections were not easily or inexpensively corrected.  I’ve come across this “failure to communicate relevant information” before and have come to the conclusion that some agents are either oblivious to facts, or fear upsetting their client with information the client would perhaps rather not hear.

Showing feedback is really important to me when it comes to my listings.  I guess maybe for others it’s not so critical.

My philosophy will always be to tell ‘em what they need to hear, not what they want to hear!!

Posted by

PASSION for Results.  CONCERN for People.

Lisa Bieri
Door County Realty Inc.
www.HomeInDoorCounty.com
   

I am a full time Broker Associate with Door County Realty, Inc. in Fish Creek and represent both sellers and buyers.  My Mission is to provide real estate excellence to my clients, customers, fellow Door County Realtors and other real estate professionals is my hallmark and I truly believe that “If I am not fired with enthusiasm…I can be fired, with enthusiasm”. 

Search all the Door County Listings By Location Here

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I am active in my local community serving on the Sevastopol School Board, the Land Use Committee for the town of Jacksonport, and am a past president and director for the Door County Board of Realtors.  I live in Jacksonport with my husband Bob, with our three children and their spouses (and grandchildren) living not more than two hours away.  I am a lucky person!

If you are a seller, I promise to aggressively market your property to all buyer prospects and Realtors, when we have an offer I will negotiate to preserve the equity in your investment.  As a buyer, I will always be focused on what’s important to you until we find that perfect Door County home or property 

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Ambassador
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Michelle Carr-Crowe-Top 1% Diamond Certified Real Estate Team Sells Cupertino San Jose Homes-Just Call 408-252-8900
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Yes, sometimes people can "forget" to hear what they can't do anything about. Owner probably knew she had floor plan issues, but didn't have budget to change it.

Jan 16, 2017 03:02 PM #1
Rainmaker
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Gloria Valvasori, Accredited Senior Agent
BETTER HOMES AND GARDENS REAL ESTATE SIGNATURE SERVICE - Mississauga, ON
REAL Experience | REAL Commitment | REAL Results!

Oh Lisa, that is my motto for all my clients... I always tell them what they ned to hear, not what they want to hear.  I agree feedback on a listing is very important, because sometimes the Seller will not listen to the agnet, thinking we only want a price reduction.. but whenver I get feedback from another agent, I always forward it to the Seller so they can see what perspective buyers and agents have to say about their home.  I also ask a lot of the same questions you do,  and in particular, "why do you think you home didn't sell?"

Jan 16, 2017 03:27 PM #2
Rainer
121,332
Shahar Hillel
Augusta Financial Inc. - Stevenson Ranch, CA
Mortgage Consultant, Loan Officer.

Lisa hello.

Important issues and communicating the matters the client needs to hear is a key. 

Thank you for this post.

Jan 16, 2017 03:35 PM #3
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Debe Maxwell, CRS
www.AtHomesCharlotte.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

That's a great philosophy to have, Lisa! 

Jan 16, 2017 04:34 PM #4
Rainmaker
3,433,333
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

I know from my experience that most sellers do not get good feedback

Jan 16, 2017 06:08 PM #5
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Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams fox cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Well Lisa, there are a lot of agents out there who should not be entrusted to sell real estate.  Fortunately these people now have an agent who can get the job done.

 

Feb 06, 2017 11:28 PM #6
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