It's the WHY, not the WHAT!!!

Real Estate Sales Representative with Hoty Enterprises, Inc. 417305

Sellers are you focused on WHATyou are selling instead of WHY you are selling?

The current state of the economy has had a serious effect on home values. No one can deny that. Not many people today, at least not in the Sandusky, Ohio area, are selling their homes just because they want to. They are selling their homes because they have to. They can no longer afford them, they have been transferred out of the area, they've lost their jobs and are behind on their mortgage, an illness or disability has made their home difficult to maintain or they can no longer climb stairs, etc. This is WHY they are selling and should be their main focus and motivation. They really need to sell.

Too many times I've heard sellers make statements that indicate they are more focused on WHAT they are selling. It's the home they've lived in for 40 years; the home they raised their children in; the home they worked two jobs to pay for; the home they spent many weekends renovating themselves; the home they spent years landscaping and is finally the way they always wanted, etc. etc.

As harsh as it sounds, buyers simply don't care! They are looking at your home because if has the features and amenities they are looking for in the location they want to live AND they are comparing it to every other home on the market that meets that same criteria. They are not willing to pay you more for your home because you lovingly cared for it for 40 years. Although, your loving attention may make your home more attractive than another home, a buyer does not put value on your sentiment. The value is determined by other homes currently on the market and those that have recently sold...period. Price your home competitively and it will sell. Do not add value for the beautiful flower garden you spent years cultivating and expanding. If your home is being looked at by two young professionals with a busy lifestyle, that flower garden may be the first thing they rip out. They just don't have the time or desire to attend to it. Don't add value because you personally sanded and stained the oak trim. A professional probably could have done it in half the time and it would look just as nice. Oh, and many buyers today like the trim painted white, so they just might cover up your fine handy work. Get my drift?

Ohio's Lake Erie Agent!

Comments (5)

Jason McDowell
Maryville, MO

Very good points. You've got to come to grips with letting go of the property and not worrying about what the next owners have in mind.

Mar 29, 2011 04:35 AM
Robert Schmalz
West Los Angeles Real Estate Group - Santa Monica, CA
Cal. Lic Broker

Hi Jamie. You have hit it right on the head. I see the same thing that you are and I beleive these people are in shock and denial to what is happening to them. After quckly going over the why I change subjects stay away from the what and get into the Where & What. Where are you going, what will you be doing, what new experiences, ete

Mar 29, 2011 04:35 AM
Diane McDermott
Realtor®, GRI, Landis e2 Real Estate, LLC - Charlotte, NC
Charlotte NC Real Estate Market

Excellent points Jamie, can be tough for sellers to really embrace and remember but it really is about the "why" you're selling and "where" as in where you're trying to get to not where you've been :)

Mar 29, 2011 04:46 AM
Jamie King
Hoty Enterprises, Inc. - Huron, OH
Sandusky, OH

Jason - Thanks. You are right, "letting go" is key. So hard for some to do.

Robert - I like your approach of shifting to the where and the what.

Diane - Thanks and like, Robert, I like your mention of the "where" it's so important to look ahead.

Mar 29, 2011 06:07 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Jamie, great points made!    If the buyers can TELL WHY you are selling, you just gave away the motivation!

Apr 30, 2011 01:52 AM