Home > Blogs > Patricia Aulson > Serving Seacoast NH & ME Homes Blog by Patricia Aulson

"IT'S NOT WHAT YOU SAY BUT HOW YOU SAY IT!"~www.patricia4realestate.com-Portsmouth NH Real Estate-Hampton NH Real Estate-Seacoast NH

By Patricia Aulson

Real Estate Agent with BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate

July 16, 2009 01:25 AM

Remember the saying...."it's not what you say but how you say it?" I have found when dealing with reluctant sellers you need to be firm about lowering the price to get the exposure it needs.I don't meet with them at the house. I ask them to come to my office where I can discuss with them the plan for getting the home more exposure in a professional atmosphere. Taking them out of the house takes away the emotional element at home.

I let them know that I have a plan that will give the home more exposure. At this time I point out the need to lower the price to encourage more qualified buyers who are looking at homes. Pointing out that the price of the house is key to getting the house sold.

Now is the time to reduce the price and get the attention it needs to get the house sold. While they may not want to lower the price, it puts them on notice that you are a serious agent doing your job well. After all the listing agents job is to "market the house" and this is what you are doing.

They may not want to hear it ...but it has to be said. Usually the seller will give in and agree to a reduction in price.

Patricia Aulson

Licensed NH & ME www.patricia4realestate.com Portsmouth NH Real Estate Hampton NH Real Estate

Re-Blog

Comments(12)

Comment

Show All Comments

Sort:

Jennifer Zammit

Realty Executives Elite Ltd. - London, ON

A.C.C.I.

What a timely post. Thats something I have to do this week and they have already told me that in no way shape or form are they reducing. Ugh!

Jul 16, 2009 01:32 AM

Steve Bush

Maxfield Real Estate - Moultonborough, NH

603.455.7428 - NH Lakes Region

Patricia, that's a great idea about getting them out of the house and taking the emotion out of the equation. I hadn't thought of that. Thank you!

Jul 16, 2009 01:33 AM

The Rains Team

Keller Williams Realty Atlanta Partners - Hoschton, GA

A higher standard in real estate

Hey Patricia, I like the idea of asking them to come to your office...I can see how that would be beneficial in getting a price reduction. I think I'll try that--I have a listing that needs a reduction badly!

Have a great day,

Anne Rains

Jul 16, 2009 01:39 AM

BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate - Exeter, NH

Realtor - Portsmouth NH Homes-Hampton NH Homes

Good Morning Jennifer,

Be pleasant and firm. Stick to your guns. It is what it is and if you really want to sell the house this is what you need to do.Good Luck

Thanks for the comment

Patricia

Jul 16, 2009 01:57 AM

Hello Steve and thank you for your comment. It's appreciated.

Hello Anne, Good Luck with your people. Be firm, stay focused, you may be the bearer of bad news, but that what you were hired to do. You market the property as the listing agent and this is the price they need to put it in order to get it sold.

Take care and thanks for the comment today.

Jul 16, 2009 01:59 AM

Li Read

Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC

Caring expertise...knowledge for you!

Good strategy...the office meeting is the most professional one.

Jul 16, 2009 04:12 AM

thanks for the comment on office strategy today.

Jul 16, 2009 05:33 AM

Russel Ray, San Diego Business & Marketing Consultant & Photographer

Russel Ray - San Diego State University, CA

Hey, Patricia - Definitely a good idea to get one's Clients on one's own turf for best success, unless one is supremely confident, and those types of people are very rare. President Obama might be one.

My question here would be why the home didn't have the right price to begin with, or what other problems precluded it from getting sold. I know there are instances where one takes over an expired listing that was priced wrong, and, of course, notwithstanding one's own recommendations, the Seller's desires always weight in heaviest, and they often are the reason for incorrect pricing.

Jul 16, 2009 06:40 PM

Jim Valentine

RE/MAX Realty Affiliates - Gardnerville, NV

Doing business in a business environment is the best chance you'll have of pricing it right. When they are in the home they are usually emotionally involved. Good advice.

Jul 16, 2009 11:50 PM

Hello Russel,

The sellers insisted the property be priced at a number higher than I came in on. As time went on we discussed lowering the price but they were adement about keeping it at the original price. After six months of this I "lowered the boom, so to speak." I did have them come to the office instead of me going to their house.

Good to hear from you hope all is well.

{Patricia

Jul 17, 2009 12:54 AM

Hello Jim,

Thanks for your time to commment today, it's appreciated.

Jul 17, 2009 12:55 AM

"IT'S NOT WHAT YOU SAY BUT HOW YOU SAY IT!"~www.patricia4realestate.com-Portsmouth NH Real Estate-Hampton NH Real Estate-Seacoast NH

Comments(12)

Patricia Aulson

Recent Posts

Additional Information