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My Dear Home Seller; What's Your Plan B?
I recently had a listing expire after three months on the market. Nothing has sold in my client's neighborhood for almost a year, so it wasn't a big surprise. We gave it a shot and it didn't work out for us. No biggie. She was prepared for the possibility and has no hard feelings toward me.
But that's not an accident. I always prepare my sellers for the chance that their home won't sell, despite our best efforts (by "our," I mean mine and my seller's joint efforts to prepare and present a great product to market). I don't make a big deal about it and I certainly don't lecture them or otherwise insult their intelligence; I just ask a simple question:
"What will you do if the house doesn't sell?"
Then I shut up.
If the seller doesn't have to sell (and I'm happy to take those listings if they're reasonable on price), then I've planted the seed that I/we don't control the market and if the house doesn't sell, it might be beyond our/my control. If the seller does need to sell, it forces them to think about the unthinkable - that they'll own a house they don't want ... more

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