What do you say to your client when they learn that the house down the street just went under contract to a buyer who had also looked at their home?

Sometimes sellers forget that a number of weeks/months ago, when the Listing Agreement was signed, you advised them to respect the information that was presented as part of the Comparative Market Analysis(CMA) and price their home accordingly. And sometimes sellers forget that they decided to ignore the recent sales information and opted to offer their home at the price that their next door neighbor got back in 2007 - "not for nothin' but I have an inground pool" so I should be able to sell my house for more.

Sure location and amenities all have a price tag but the main thing that contributes to the sale of a home, in any market, is the price of the home as compared to others on the market. One of our main objectives as Realtors is to advise and help our clients create a perception of value when they decide to sell their home. If we are successful then our client's home will be sold quickly and for the best price - if we are not then the sale will go to the house down the street.

Comments (11)

Ann Bellamy
Hard money lending for investors in NH and MA - Tyngsboro, MA
Lending to real estate investors since 2006

Everyone sees what they want to see, and they want to see that their house is better.

Apr 02, 2011 09:05 AM
Victoria Lorusso
Illustrated Properties - North Palm Beach, FL
Florida and CT Real Estate

Ok so staging is huge!!!!!!!!!!!!!!  And price is bigger!!!!!!!!!!!!!!!!!!!!!!!! Put them together and you have a sure fire winner!  Wish they all could get that!!!!

Apr 02, 2011 09:05 AM
Lorinda Ward
Keffer Realty - Norfolk, VA
Serving, Hampton Roads Virginia. Norfolk, Chesapeake, Va Beach

Sellers always seem to believe that since they have a pool that means more for them, they must remember everyone does not feel the same, the pool was put in for their enjoyment.  With this market they should never try to price their home with what sold 3 years ago.  Great post.

Apr 02, 2011 09:11 AM
Gloria Laughton Allston

You are so right Ann and it is hard getting them to take off those rose-colored glasses.

I am a firm believer in staging Victoria so I agree that the "art" is putting them together.

You are on point Lorinda - a pool in the northeast is not something to be treated lightly and then to combine it with dated comps is a challenge.

Apr 02, 2011 09:22 AM
C. Lloyd McKenzie
Living Albuquerque - Albuquerque, NM
Living Albuquerque

Price is the most important factor in whether or not a home sells

Apr 02, 2011 09:44 AM
Lloyd Binen
Certified Realty Services - Saratoga, CA
Silicon Valley Realtor since 1976; 408-373-4411

Some sellers may blame their listing agent, but most know the truth...it's the price and condition.

Apr 02, 2011 10:30 AM
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

Oh, if they hava a pool, that is a huge negative for a lot of buyers. Many buyers don't want the liabilty, maintenance, insurance, etc that comes with having a pool. And many people don't want to have to constantly worry about some neighborhood kids or pets falling in and drowning. If it's heated, then the electric bill will be higher some months. If there is a communtiy pool, or a park pool nearby, and someone doesn't swim that much anyway, why would they buy a house with a pool? I knew a family that lived on route 15 in Leesburg that had a pool, and he was tired of hearing  potential buyers complaining and worrying about it, so he had an excavter come in and fill it with dirt. He said it was the best thing he ever did, and the house sold not long after he turned it into a garden.

Apr 02, 2011 10:30 AM
Gloria Laughton Allston

No doubt about it Lloyd M but getting the sellers to the RIGHT price is the key.

Yeah Lloyd B, no matter how much you counsel them the frustration factor can kick in and some sellers will blame the listing agent.

Jeff you and I know that pools are nice to have and enjoy if that is what the homeowner likes but, unless you live in the southern part of the country, pools do not add to the value of a home.


Apr 02, 2011 12:04 PM
Jim Courtney
OklaHomes Realty, Claremore Oklahoma - Claremore, OK

Whenever my sellers question why thier listing isn't under contract, I always remind them of the three reasons why a property doesn't sell: Price, Marketing, and Condition. Last night I had this same discussion with my listing that is about to expire next week. We reviewed the three factors. Price is right if not below where it should be. My marketing is waaay over the top (if I say so myself). Which only leaves one thing left.  The seller is now spending nearly $1000 doing the many small things I recommended six months ago. Duh!  :)

Apr 02, 2011 12:54 PM
Gloria Laughton Allston

I have been in your situation Jim - the sad part is now the house may be considered "stale" because it has been on the market for a while. Now your marketing strategy has to be revamped to reintroduce this new and improved home. Did someone say being a Realtor is easy? 

Apr 02, 2011 01:19 PM
Adam Malachi
A 2 Z Realty LLC - Castle Rock, CO

Great post! Price and condition of property are the mean factors of getting the property sold!

Thanks for sharing,


Sep 19, 2011 01:57 PM