The Best Way To Address The Emotional Complaints Of Seller Clients

Real Estate Agent with Coldwell Banker Residential Brokerage

These days, I feel bad for my seller clients. It's a tough gig to be on market right now. To throw a bit of salt into their wounds, these home sellers are getting all kinds of "expert" advice from neighbors, co-workers and family members. In many cases, this pseudo-expertise conflicts with the counsel which you are providing to them.

To combat the ill effects of these emotional arguments, I have found that statistical data works very well. It is a perfectly valid question to ask, "Why hasn't my house sold?" and "What else can be done to sell it?" My response is to frame the question int he context of the sub market in which the house lies. For example, in Hinsdale IL, there are now 331 active listings of detached homes where 21 of them (or 6%) are under contract. That means that 94% of the houses are unsold. Moreover, if average marketing time is 218 days in Hinsdale and a specific house has been on market for 121 days, these use of the aforementioned market stats helps focus the question on the market and not on the emotional issue of an unsold home.


Comments (5)

Randy "Lazarus" McAtee
Lazarus Realty - Fresno, CA
Owner/Broker, Lazarus Realty, Fresno California

Cut to the chase - just tell 'em the market SUCKS!

Oct 24, 2007 08:55 AM
Blogger To Be Named Later
Bryan, a Marketing Report detailing your sales efforts also adds some credibility to the process. Good blog, short and to the point!
Oct 24, 2007 09:16 AM
Todd Moeller
Seven Gables Real Estate - Anaheim Hills, CA
I agree. show them the true numbers. It will help keep them off your back
Oct 24, 2007 11:26 AM
Konnie Mac McCarthy
MacNificent Properties, LLC - Cobb Island, MD
Broker/Owner - VA & MD "Time To Get A Move On!"
I hear ya one seller is asking everybody and thier mother advice...and God love her, but she is driving me crazy with the advice....that's a good idea...throw some data her way...
Oct 31, 2007 08:52 AM
Tom Davis
Harrington ERA,DE Homes For Sale, $$ Save $$ Buy Today ! - Dover, DE
FREE Delaware Homes Search!, $$ Save $$ - Find Homes! Delaware Realtor


Great way to present it... it is the Market conditions that the seller must focus their attention on.

Certainly the best way to discuss this hot topic!


Tom Davis

Apr 22, 2010 11:42 AM