Why does being Honest never Win?

Real Estate Agent with Keller Williams Indy NE 317-290-7775 www.marchantteam.com

If I am anything, it is to the point and honest.  Yet three times last year, I lost a listing because I gave them a price they didn't like.  And then I torture myself pulling up those listings from time to time...just to see if I was wrong or right.

I know, better off not taking the listing than taking it a the wrong price and I agree.  Then why does it bug me so much? 

Listings LostHere's the snapshoot of the three I lost last year...  First one, on the market at 238 days and I gave them a list price of $159,900 (they started at $189,900).  Second one, on the market 153 days and I gave them a list price of $700,000 (they started at $850,000 and haven't moved at all).  The third one I actually did a one time showing before I listed it to SAVE her the listing commission...and she still went with someone else.  My list price was $200,000 and I told her she would probably get $190,000...I heard her gasp.  She originally listed at $215,000.

I went on a listing appointment last week and it was from a referral from an agent getting out of the business...her coment to me...they thought I was too negative.  The only negative thing I said was their house might be tough to sell because it backed up to the community pool and had the playground on their side yard...is that negative or just honest? 

I'm tired of beating my head against the wall to be the honest forthright agent...and here's the kicker...I do price them right and then I have buyers come in at 89% and get upset when we counter them!  I feel like I can't win on either side these days.  Lucky for my clients I am well documents and can support the price and usually can get to an accepted offer...but geez...the work involved is wearing me out.

Fishers Homes for Sale and Real Estate Fishers Indiana Real Estate Home Values

Relocating to Indy

Cindy in Indy Marchant – Fishers Real Estate Agent
Keller Williams Realty Indy Metro NE
Fishers IN Real Estate Website

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Chris Lewis
Gracious Living Realty - Front Royal, VA
I want to SELL your home, not LIST it!

I know it's hard but, as you know, it's better not to list than to list at too high a price and have the house sit on the market with your name on it.

Jan 29, 2012 07:20 AM #2
David Spencer
Keller Williams Northland - Kansas City, MO
Show Me real estate in Kansas City

Sellers do not want negatives only positives and the customer is alway right. After you have built a rapport, you can bust their bubble.

Jan 29, 2012 07:26 AM #3
Gary Coles (International Referrals)
Venture Realty International - Las Vegas, NV
Latin America Real Estate

Cindy, You did win!  You are a winner in my mind and here in the Rain because you are honest. Plus, it is a nightmare to deal with the listing that you should never take.

Jan 29, 2012 07:42 AM #4
Julie Dumaine-Russell
RE/MAX Alliance - Branford, CT

Cindy - I hear you and have gone through the same thing.  I've learned as torturous as this can don't let things like this to weigh on your mind.  You are better off serving those who appreciate your wealth of knowledge and expertise. 

Jan 29, 2012 07:46 AM #5
Liz and Bill Spear
RE/MAX Elite 513.520.5305 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Cindy, I'd rather not have the listing than KNOW I'm totally wasting my time and money on a home that can't be sold.  You WON by not letting them waste your time and money doing a job that can't be done.  And sorry, but it's our job to let the sellers know what they're going to hear from feedback....and backing up to the community pool WILL be a negative for many buyers.  All those screaming kid noises all summer long??  They needed to know, and I don't consider it negative to warn them that the corner lot, backs up to a retention pond, next to a graveyard, etc. home WILL cause additional challenges to selling.

Jan 29, 2012 08:27 AM #6
Connie Harvey
Pilkerton Realtors - Brentwood, TN
Realtor - Nashville TN Real Estate

Cindy, don't let them get to  you. Just keep doing the right thing. It'll all work out. :)

Jan 29, 2012 09:14 AM #7
Cindy Marchant
Keller Williams Indy NE 317-290-7775 www.marchantteam.com - Carmel, IN
"Cindy in Indy" , Realtor, Fishers Real Estate

Paula...that is exactly what bugs me..they think they know more than me!

It is Chris....not sure why I keep looking, should just let it go.

David, that may very well be something I can improve on...my usual tactic is to sit down and find out why they are leaving, why they chose this home, what they love about it and then do the listing presentation hitting only the highlights and then walk the house and give them a general assessment; not price...but I could work more on the rapport.

Thank you for the vote of confidence Gary!

Donna, with all you have going on...honored you took time to give me such good feedback!

Hi Bliz...you are right as usual!

Hi Connie...tomorrow is a new day for sure.

Jan 29, 2012 09:22 AM #8
Cindy Edwards
RE/MAX Checkmate - Johnson City, TN
CRS, GRI, PMN - Northeast Tennessee - 423-677-6677


I get this all the time.  I look back as well and check the price and days on market for the listings I lost.  I don't want to carry dead weight.  If the seller is smart, they will be calling you at the end of the listing contract.  They remember you!!

Jan 29, 2012 09:32 AM #9
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Cindy, honesty is NOT negative, although a seller can take it that way. I divide things into fantasy and reality and don't have time or money or energy to play with people in fantasy land. They can waste someone else's life.

Jan 29, 2012 09:39 AM #10
Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

You know you're doing the right thing Cindy, don't let these people bring you down.

Jan 29, 2012 10:26 AM #11
Jerry Newman
Brown Realty, 210-789-4216,www.JeremiahNewman.com - San Antonio, TX
Texas REALTOR, San Antonio Military Relocation

Hi Cindy. Continue doing what you are doing. Honesty is a good quality trait. I had an owner contact me a year later after her home didn't sell, since she decided to go with another agent, who had agreed to list her home at that higher price that I recommended against. You probably saved yourself a lot of time and money.

Jan 29, 2012 11:10 AM #12
Cindy Marchant
Keller Williams Indy NE 317-290-7775 www.marchantteam.com - Carmel, IN
"Cindy in Indy" , Realtor, Fishers Real Estate

Words of wisdom Gary!

I've been down a bit lately Roger...so easy to go deeper sometimes with this kind of stuff...

Hi Jerry...I know that's true.

Jan 29, 2012 01:40 PM #13
Cindy Westfall
Premiere Property Group,LLC Portland Metro & Suburbs Oregon - Tualatin, OR
ABR,GRI Your Tualatin & Portland Metro Real Estate

Hi Cindy "In Indy", It can get super frustrating, but being honest is just one of the reasons why you are good at what you do. It's also something that I bet will come back to bite the other agents when this all comes in as feedback as to why the buyer's chose to not make an offer. It really is looking out for the sellers when you are not wanting to waste their time either. Having a home on the market is just no fun..so pricing it right is KEY. Don't let these get you down. Your good at what you do and future sellers will get it...AND their home sold.

Jan 29, 2012 01:52 PM #14
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

and here I thought I was the only one to track 'lost listings!'

It really is our job to tell the truth to sellers and buyers, and it seems to me you're doing just that. I think you should congratulate yourself for being honest, and treat yourself extra-kindly tomorrow!

Jan 29, 2012 03:48 PM #15
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

Don't take it to heart, Cindy.  You can pride yourself on your honesty.  You could have taken the listings and gayly picked up buyers.  In fact next time, I would tell the seller that you would be happy to take their overpriced listing so that you can find yourself buyers.

Jan 29, 2012 03:52 PM #16
Marilyn Boudreaux
Marilyn Boudreaux, Century 21 Bono Realty - Lake Charles, LA
Lake Charles LA Century 21 Realtor

It is getting harder to pacify they hear what they want and think the home is worth more than it is then get upset when it doesn't sell!

 You have to remember who you are and keep your confidence show them testimonials!

Jan 29, 2012 05:10 PM #17
Cindy Marchant
Keller Williams Indy NE 317-290-7775 www.marchantteam.com - Carmel, IN
"Cindy in Indy" , Realtor, Fishers Real Estate

Thanks Cindy #2!

lol Lottie...nope, I do it too...I will try to be kind to myself today; I was not that way at all over the weekend.

oh so true Jane!

It is so common for my price to be lower than the sellers idea, but usually I can show them...but with these other agents offering HOPE...just hard to watch.  Thanks for stopping by Marilyn.

Jan 30, 2012 12:59 AM #18
Ellie McIntire
Ellicott City Clarksville Howard County Maryland Real Estate - Ellicott City, MD
Luxury service in Howard County & Catonsville

It's hard not to be bitter, but there will always be unrealistic sellers. At least you did not waste your time.

Feb 08, 2012 01:49 PM #19
Kevin Nash
Shorewest Realtors, Metro Milwaukee - Germantown, WI

Boy oh boy, I appreciate your honesty. It really doesn't matter how long you do this business, it still hurts some times. My montra has always been, the truth is the truth, you may not like but it's the truth, here are the numbers and they don't lie.

Sometimes it's better to be the 2nd agent in after the homes rippens on the market for a bit..

Have a great day and cheer up!


Feb 09, 2012 08:40 AM #20
Dawn A Fabiszak
Private Label Realty ( Denver metro area, Colorado - Aurora, CO
The Dawn of a New Real Estate Experience!

Cindy ~ I think that this is everywhere.  Sounds like that second seller isn't really too motivated.  That many days on the market and they still haven't budged.  Keep your head up.  You're a good agent.  When they become realistic, they may call you back.  And don't beat yourself up.  This is a tough market.

Feb 09, 2012 03:02 PM #21
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Cindy Marchant

"Cindy in Indy" , Realtor, Fishers Real Estate
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