All of the tips below are timely and accurate. Before starting my real estate career, I sold a house on my own..never listening to the advise of the professioanals. It was the most nerve racking experience ever. Celeste, I couldn't have said it better. Home Buyers like to be guided and consulted with, not pushed, and hovered over. How many times have we heard the buyers say they felt uncomfortable with the seller being present at the showings.
I don't know if it will ever be easy for me to tell a home seller that it's not a good idea to hang out at showings. Okay, that's not totally true. It's very easy to let a seller know that they need to take a step back although using the right tone of voice may be key to not offending your client.
Reasons for the Home Seller NOT to be at Open Houses or Showing Appointments:
- The Store Salesperson I've had sellers who wanted to be at the showing appointment when an agent is accompanying their client. It's when they jump in when their agent is trying to answer a question from a guest or when they start following them around is when they are "badgering" the guests. Just like the salesperson in the store who will hop on you as soon as you enter the door and follow you around. There is a fine line between giving a bit of information and scaring the potential buyers away. Polite Tip: Let me show the home and let the Potential Buyer Breathe.
- The Emotionally Attached seller may get offended by some of the comments from the guests. Yes, they say that they want to hear the constructive criticism although they immediately get defensive when the guest says they would like to paint the walls a different color. They immediately don't want to sell the home to "those people" who didn't like the décor. Bottom line is that everyone has their own taste in color schemes or décor and the majority of the time something will be changed by the new owner. Polite Tip: I will give you feedback from the guests and the agents showing the home....I promise.
- The Home Seller DOES know their home better than anyone although some believe their home is worth more than the same home with more sq/ft and upgrades. The bottom line (if you don't believe your Realtor®) is to get your own independent appraisal. Your home will sell for only what the buyer is willing to pay (market value) and what the home will appraise for (unless a buyer feels the need to pay more than what it's worth) . Polite Tip: You may want to get an independent appraisal to get a better idea of what your home is worth.
- Giving Too Much Information may kill the deal. We all want to give as much information to the buyer about the home as possible. If you are remaining at the home for showings or Open Houses and start hinting around that you are not willing to look at any offers below X amount that may turn them off. Telling them you won't make any repairs or give any credit and you won't see an offer anyway. Polite Tip: Everything is negotiable and being there to ‘hand out information' may just kill the deal before you even get started.
The tone of my voice will dictate the outcome of being assertive or offensive to my client. There are plenty of polite tips we can give our clients without offending them. Bottom line, discuss the reasons it may be better to leave the home during the showings at the time of the listing appointment.
It's what I say
...and how I say it.
Celeste "Sally" Cheeseman is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.
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