In my fabulous job as a Realtor, I have the opportunity to meet lots of new people. This happens usually from the out of the blue possibilities like sign calls, web advertising, website visits, postcard mailings or other hits from the myriad of advertising that I do. These are first classified as "potential clients" and after a somewhat uneventful courtship of such, they can become actual clients. But on the last several listing appointments I have had the privilege of going to, I have heard alarming comments that make me think, as the old 70's Rod Stewart song so adequately put it, "now hold on a minute, before we go much further." After hearing so many of these and speaking with my fellow Keller Williams agents, I've comprised a list of the five things no Realtor ever wants to hear when they come to list your house. If you're thinking about selling your house soon, be wise and heed the following:
•· I'm not in a big hurry to sell.
Translation: Spend your marketing dollars and time on me and if the deal is perfect, I will sign the papers.
Your Realtor does not make money on a house that does not sell. If you're not in a big hurry to get your house sold, now is probably not the time to list it. The Realtor IS in a big hurry for the house to sale and will spend money marketing it to make that happen. (Funny thing about Realtors; we work on commission and enjoy getting a paycheck.) If you're not serious, please, don't list your house right now.
•·I probably shouldn't tell/show you this but....
Translation: There are some major problems that may come up and bite us on the behind after we get a contract but only if they find them.
I hate this one because right there that shows me the client is not as ethical as I am. Why list the house, spend money marketing it, go through the ordeal of getting a binding contract only to have to wait and pray that the inspector doesn't find a problem that we all know is there? I once had a potential client take me to the basement, show me where mud, water and God know what else leak into the basement but he had put tons of "stuff" in front of it so that it didn't show. His question was whether the inspector would actually move the stuff to see it. Doesn't matter if they do or not......you have to disclose those things. I would rather know about it now than have it kill a deal later.
• I talked with another Realtor who will sell my house at a cheaper commission rate.
Translation: I am a tight wad who doesn't appreciate the time and effort you are going to spend on me.
You have a cheaper Realtor who will work for you in this market where every deal is a potential nightmare with appraisers and lenders and save you maybe a whopping 1%? They're going to work as hard as I do to hold it together? Yeah, right. If you don't value my job and time, you do need to work with someone else. Then call me after your house doesn't sell and you decide you want it done correctly the second time around. I have numerous stories from clients who went with Option A, the cheap Realtor, only to call me to come in, clean up their mess and get the job done. You get what you pay for, people. When you go to buy a Mercedes, you don't visit the GM showroom.
• I really don't want to put any more money into this place.
Translation-Spend your money but not mine.
This one I really don't get and when I hear it, the idiot alarm goes off in my head and I have to make a split second decision...do I really want to work with someone who just doesn't get it?! Usually if you explain to them the why they need to put a little bit more into it, it clicks. But I do have a few, who became someone else problem, that won't budge. Listen, times are tough, budgets are small, and I get that, really. But your home is your biggest financial asset ever and in this market it comes down to two things; a pricing war and a beauty contest. You may have it priced right but if it needs work, you're going to get lowballed. Fix what has to be fixed, update what needs to be updated and reap the $$$ rewards when it sells quickly. As my previously post said, if you price it slightly below market and have it in great shape, you sell quicker and negotiate away less of the sales price.
•Ok, I know they comps say this amount but I want to list it x amount higher (usually a God awfully high number) and just see what happens.
Translation-Yeah, I know you're a Realtor that is a top agent for this area, but I think I really do know more than you do.
In this market, everyone and their brother is looking for a "deal." Who isn't? But listing your house higher than everything else in the neighborhood has only one result-nothing. No one goes to look at an overpriced listing. Then who gets the blame? Does the seller think back and remember badgering the Realtor to list his house, against the advice of said Realtor, for thousands more than anything has ever sold in there? Of course not! It's the Realtors fault that no one came through to look at his overpriced house. I am a knowledgeable, professional and successful agent that knows what will sell and what will not; it's how I make my living. And if I give you a price, I know what I am talking about. Do I wish you could sell for more? Sure, because I make more if you do. But when I give you a price, trust me; I know what I'm saying.
Most Realtors work hard and spend a lot money up front to get your home sold. We want make our living that way. Most of us our honest and hard working and want you to succeed in the sale of your home. Follow these tips above when you talk with a Realtor and you'll do just fine. And if you're thinking about buying or selling, keep Tammy and Team in mind. We would love to help!
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